... at obtaining competitive advantage (Hunt, 1997), especially through the acquisition of intangible assets such as knowledge, commitment and trust (Morgan and Hunt, 1994). © MCB UP Limited 2003 Relationship marketing Salesforce Italy Empirical study This way of proceeding is similar...

... are relevant moderators. The roles of the moderators vary across the relationships analyzed. Several management and research implications are examined. © MCB UP Limited 2002 Sales management Salesforce Performance Organizational effectiveness Sales organizations account for a substantial...

... of performance‐reward contingency, salesperson career stage, and salesperson performance level, are developed and subjected to empirical testing. The results offer valuable insights for sales managers attempting to develop and maintain highly committed salesforces, and researchers attempting to explain...

... Training Salesforce Performance Customer orientation Effectiveness Several changes have affected the personal selling function in recent years. Customers have more information, demand increased levels of customer service and have higher expectations. Furthermore, competition is stronger due...

... is independent of fit with organizational culture. Salesforce Procedures Selling Experience Japan The present study focuses on how salespeople acquire their knowledge for two reasons. First, salespeople serve a critical boundary‐spanning role in building relationships with customers in turbulent...

... to leave. Implications for salesforce management and future research are discussed. © MCB UP Limited 2001 Salesforce Burnout Employee attitudes Motivation Burnout has reached epidemic proportions among North American workers … The workplace today is a cold, hostile, demanding...

...Ken Grant; David W. Cravens Examines the impact of manager and salesforce antecedents on sales organization effectiveness, using a sample of 146 Australian sales units. Indicates that sales manager monitoring, directing, evaluating and rewarding activities distinguish between high and low sales...

...Kwaku Atuahene‐Gima To ensure diffusion of new products among buyers’ firms need to ensure their acceptance by the salesforce. Few studies have, however, examined the satisfaction and performance of the salesforce in new product selling. This article reports the results of an empirical study...

... performance result from different stimuli, we find that behaviour‐based control is positively associated with both behaviour performance and outcome performance. We find also that organizational commitment and sales territory design are significantly related to salesforce performance. This suggests a number...

... stress and organizational commitment in industrial salesforces in the USA, Japan and Korea. From surveys of salesforces selling electronic products and components, reveals inter‐country differences and highlights the importance of conducting cross‐national studies on salesforce issues. Employee...

.... The theoretical framework for this study is drawn from two streams of research: organizational theory; and salesforce literature. Figure 1 shows the conceptual model with the hypothesized linkages between the constructs. These linkages deal with three sets of hypotheses: 1 the effect of environmental...

... Limited 1996 Industrial selling Job satisfaction Performance Salesforce Turkey The area of job attitudes (e.g. role conflict, role ambiguity, job satisfaction and sales performance) has recently received considerable attention from researchers (Brown and Peterson, 1993; 1994; Jaworski...

...William H. Murphy; Ravipreet S. Sohi Aims to improve understanding of an important and widely used management tool for motivating the salesforce – sales contests. Begins by introducing the question: what factors are associated with salespeople′s feelings towards a sales contest? Several potentially...

...Christo Boshoff; Gerhard Mels Organizational research has shown that certain supervisory behaviours contribute to an environment conducive to superior job performance. Hypothesizes that supervision and role stress influence the internal service quality of an insurance salesforce through...

...Harald Biong Increased concentration within the retail trade may have great,negative consequences for a supplier if its relationship to a chain dissolves. The objective of this study is to develop an understanding of the way in which the supplier′s use of the marketing mix components(salesforce...

...David W. Cravens; Ken Grant; Thomas N. Ingram; Raymond W. LaForge; Clifford Young Analyses salesforce performance and examines high and low performance Australian sales organizations. Chief sales executives in 99 companies describe their sales organizations′ characteristics,management priorities...

... Performance indicators Salesforce © MCB UP Limited 1992 ...

... their effects upon sales staff. Salesforce Motivation Many writers believe that incentives are not the main vector to improved performance, but are only incidental to the motivational mix. The connection between reward and increased performance is not proved, and is probably a throwback to the "carrot and stick...

...A. Tansu Barker Summarizes the basic structure of a general multi‐stage salesforce model, and presents experiences in implementing that framework. Discusses the benefits of the use of such a model, and concludes that the key to success for a small company to be based on using subjective estimates...

...C.D. Moss Looks at the developments and trends taking place in how companies organize their industrial salesforces. Investigates the reasons why companies have restructured their salesforces and what marketing objectives have been sought when making organizational changes. Examines marketing...