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Social preferences and sales performance [PDF]
, 2023 We use an incentivized experimental game to uncover heterogeneity in social preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction ...
Andrea Essl +7 more
core +1 more source
The Role of Attitudes towards Sales in Predicting Sales Performance [PDF]
Suvremena psihologija, 2019 Previous research has identified numerous employee's individual differences that play a role in predicting success in sales work tasks. However, it seems that the role of attitudes towards sales and its relatedness to sales performance has not yet been investigated, which is the aim of this study.
Lučić, Lana +2 more
openaire +3 more sources
Analyzing the role of employees' individual capabilities in business sales performance with the mediating role of competitive intensity and sales behavior [PDF]
کاوشهای مدیریت بازرگانیEXTENDED ABSTRACT Introduction: The vastness of the world of competition and the effort to win in this field leads organizations to have high performance and develop competitive resources for success.
Tayebe Mohamadzade, Hosein Khaleghi
doaj +1 more source
Frontiers in Psychology, 2018 While competition has become increasingly fierce in organizations and in the broader market, the research on competition at an individual level is limited. Most existing research focuses on trait competitiveness.
Haifeng Wang, Lei Wang, Chunquan Liu
doaj +1 more source
The changing role of sales: viewing sales as a strategic, cross-functional process [PDF]
, 2009 Purpose – Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty-first century, there is little academic research charting new directions for the sales function in a business- to-business ...
Davies, Iain A. +3 more
core +1 more source
Complex, 2020 A persistent question for information technology researchers and practitioners is how big data analytics (BDA) can improve sales performance. Therefore, this study proposed a research model to investigate the impact of BDA on perceived sales performance ...
Muhammad Shahbaz +5 more
semanticscholar +1 more source
A Framework of Critical Success Factors Affecting the Business to Business Sales Performance [PDF]
International Journal of Management, Accounting and EconomicsThe role and nature of business-to-business (B2B) sales performance has evolved since the end of the 20th century, largely due to technological, organizational, and societal changes. Nevertheless, literature has not yet been able to evolve along with it.
Mohammad Safari, Tahereh Babazadeh
doaj +1 more source
Deliberate learning as a strategic mechanism in enabling channel partner sales performance
Industrial Marketing Management, 2020 As suppliers increasingly depend on their indirect sales channel, enablement of channel partners has become a strategic asset. We focus on the central role of deliberate learning within strategic enablement strategy.
D. Keeling, David R. Cox, K. Ruyter
semanticscholar +1 more source
Using Emotional Labor to Increase Sales Performance; the Role of Perceived Organizational Support [PDF]
مدیریت بازرگانی, 2020 Objective The aim of this study is to investigate the effect of emotional labor on the sales performance of insurance agencies. The researchers seek to observe if employees have the ability to control and moderate their emotions and feelings in ...
Mehdi Yazdanshenas, Hamideh Khorsandi
doaj +1 more source
Examining hotel salespeople's new membership programme sales performance [PDF]
, 2014 Promoting new membership programmes can be a rewarding, yet challenging task for hotels. However, high-performance sales teams can improve consumer perceptions of new membership programmes in the market and allow hotels to remain competitive. Few studies
Chen, Annie; id_orcid +6 more
core +1 more source