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Gazali Gazali,(Universitas MaduraIndonesia)Zainurrafiqi Zainurrafiqi,(Universitas MaduraIndonesia)
Pág. 404 - 417
Based on Social Identity Theory dan Conservation of Resources Theory, this study aims to examine the effect of Abusive Supervision on Leadership Identification and Customer Orientation, the effect of Leadership Identification on Job Performance, the effe...
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Nelito Calixto and João Ferreira
Performance Evaluation is a process that occurs multiple times per year on a company. During this process, the manager and the salesperson evaluate how the salesperson performed on numerous Key Performance Indicators (KPIs). To prepare the evaluation mee...
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Elijah E. Ogbadu,Akeem Tunde Nafiu,Danlami Joseph Aduku
Pág. 231 - 244
This study focused on leadership styles and job performance of salespeople of Herbal Mixture Marketing Organizations in Kogi State, Nigeria. The population of this study is not definite, and as such Bill Godden method was used to determine the sample siz...
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Zoha Fatima
In this competitive environment, as the companies are producing similar products, the only thing that can differentiate one company from other company is the behaviour of salespeople. Salesforce ethical behaviour has been found to have an immense impact ...
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Jorge Bullemore Campbell,Eduard Cristóbal Fransi
Pág. 1 - 16
Actual organizations face many challenges, and one of the most important is how they manage their sales forces. The aim of this study is to determine the reality of the strategic sales management with a focus on what is done in Chile. The specific object...
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Ioana Olariu
Building an effective sales force starts with selecting good salespeople, but good salespeople are very difficult to find. The reason for this is that most sales jobs are very demanding and require a great deal from the salesperson. There are many differ...
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Ioana Olariu
Personal selling is a major element in the marketing communication program of a business firm. This article describes in a theoretical way the scope and significance of personal selling in marketing, it outlines the stages of the selling process. Persona...
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B. Gaertner,L. Lambson,M. Mbuyu,E. Botha
AbstractResearchers have long pondered the personality type-performance relationship. However, in the sales industry and especially in telemarketing, findings have been contradictory with regards to which personality trait best contributes to performance...
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Meutia Karunia Dewi,Achmad Sudjadi,Wiwiek Rabiatul Adawiyah
Pág. 211 - 220
This research tested the effect of emotional intelligence (EI) on job satisfaction (JS), with positive affect (PA) and negative affect (NA) as mediators and organizational learning capability (OLC) as a moderator. Respondents of this research are 132 sal...
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Baptiste Bourdeau, Raoul Graf, Marie-France Turcotte
The ethical behavior of salespeople has become a tremendous challenge in the business world. While a great majority of big companies communicate about their Corporate Social Responsibility, this study shows for the first time that Corporate Social Respon...
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