Extrinsic motivation as a determinant of knowledge exchange in sales teams: A social network approach
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DOI: 10.1002/hrm.21999
Abstract: This paper investigates extrinsic motivation as a determinant of knowledge exchange among employees in sales teams. Applying a social network approach, we study different forms of knowledge‐exchange behaviors from the perspective of a focal employee… read more here.
Keywords: sales teams; knowledge; exchange; knowledge exchange ... See more keywords
Collectively crafting the sales job: linking charismatic leadership to sales teams’ performance
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DOI: 10.1108/pr-08-2020-0634
Abstract: PurposeIrrespective of the importance of collective job crafting for team performance, its antecedents have not been fully comprehended. Drawing upon social cognitive theory, this study proposes that sales managers’ charismatic leadership interacts with collective proactive… read more here.
Keywords: collective job; job; sales teams; charismatic leadership ... See more keywords