...Bindu Gupta; Rakesh Singh; Sandeep Puri; Pankaj Singh Rawat Purpose This study aims to investigate the impact of a salesperson’s psychological capital (PsyCap) on sales performance through the interplay of work engagement and performance feedback. This study examines the role of thought self...

... time delays, feedback loops among variables, and seemingly hidden, unimportant relationships. Practical implications All business exchanges involve systems and there is more complexity than is readily apparent; systems thinking helps decision makers to deeply understand what is really happening...

...Harry A. Harmon; Gene Brown; Robert E. Widing, II; Kevin L. Hammond Observes that previous research on the value and effect of supervisory feedback has focused on the recipient of the feedback (the salesperson). The research reported in this article examines the feedback construct from...

... such as statistical research. Examines the development of the cheaper primary source through the use of sales force feedback instruments, incorporating call reports. Concludes that the effective use of the sales feedback mechanism can assist managerial strategic decisions. © MCB UP Limited 1992 Feedback...