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Keywords: Managerial support
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Journal Articles
Overcoming over-identification: The power of organizational prestige in optimizing sales performance
Journal:
Marketing Intelligence & Planning
Marketing Intelligence & Planning (2019) 37 (3): 258–270.
Published: 18 March 2019
... prestige; and third, to test the antecedent of managerial support on salesperson interpersonal identification. Ultimately, the authors want to provide sales managers with tangible ways to nurture the self-concept of their sales force while optimizing sales performance. Design/methodology/approach...
