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Keywords: Salespeople
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Journal Articles
Journal:
European Journal of Marketing
European Journal of Marketing (2021) 55 (8): 2344–2366.
Published: 06 May 2021
... relationships are moderated by perceived communication formalization. Design/methodology/approach The hypothesized mediated and moderated effects were tested using data collected from a cross-sectional survey of 293 full-time salespeople working for a large general insurance company. Findings Both...
Journal Articles
Journal:
European Journal of Marketing
European Journal of Marketing (2016) 50 (5-6): 1047–1072.
Published: 09 May 2016
... of salespeople. Design/methodology/approach The study is conducted based on survey data on 348 salespeople working at regional banks in the Midwestern USA. The relationships among salespeople’s perceptions of marketing messages (i.e. in terms of value incongruence and claim inaccuracy), organizational...
Journal Articles
Journal:
European Journal of Marketing
European Journal of Marketing (2013) 47 (3-4): 635–654.
Published: 29 March 2013
...Elyria Kemp; Aberdeen Leila Borders; Joe M. Ricks Purpose The purpose of this paper is to examine the role of sales manager support in promoting the subjective well‐being of salespeople as well as the function of the sales manager in cultivating positive, motivating and productive environments...
