... on expert interview data gathered in Korea in two waves (2009 and 2012). Whereas first-wave interviews served to identify the influence of Yongo on sales management in general, second-wave interviews data – gathered from a Korean auto maker, a Korean supplier, and an international supplier – served...

..., this model describes that complex contemporary B2B selling processes are dynamic processes and not linear or sequential ones. Lars‐Johan Åge is currently working as a researcher at Stockholm School of Economics. He has several years of practical experience in the field of sales and sales management. Lars...

... strategy (BOS) and categorizes ways in which BOS is reflected in sales management activities. The link to performance and the influence of contextual moderation are also examined. Design/methodology/approach The article reports on a study on sales management in a 168‐respondent survey of CEOs and sales...

...Antonis C. Simintiras; Geoffrey A. Lancaster The second of a two‐part study, this article focuses on motivational theories and how they relate to the specific concerns of sales management. The categories of theory considered are: need, value and reinforcement; and then three further approaches...

... in terms of sales staff, some sales and non‐sales activities of salespeople, learning, job satisfaction and performance. It is the first of a two‐part study. © MCB UP Limited 1991 Job satisfaction Motivation Sales management 48 MANAGEMENT DECISION 29,2 T he motivation, job satisfaction...