Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …
performance, significant variation exists regarding how scholars can operationalize …
Systematic review of determinants of sales performance: Verbeke et al.'s (2011) classification extended
Purpose Considering recent changes in sales practices, such as the sales role becoming
more strategic, increased reliance on technology for sales activities, increased stress from …
more strategic, increased reliance on technology for sales activities, increased stress from …
[图书][B] Managing conflict in organizations
MA Rahim - 2023 - taylorfrancis.com
Managing Conflict in Organizations introduces the origins, forms, benefits, and
consequences of organizational conflict to students and practitioners and teaches how best …
consequences of organizational conflict to students and practitioners and teaches how best …
Antecedents and consequences of job satisfaction in the hotel industry
JT Yang - International Journal of Hospitality Management, 2010 - Elsevier
The purpose of this study is to investigate the antecedents (ie, role ambiguity and conflict,
burnout, socialization, and work autonomy) and consequences (ie, affective and …
burnout, socialization, and work autonomy) and consequences (ie, affective and …
Modelling job stress as a mediating role in predicting turnover intention
MF Chen, CP Lin, GY Lien - The service industries journal, 2011 - Taylor & Francis
Turnover intention has been an important issue for decades since management has long
recognized that low turnover intention of employees is helpful for consequently obtaining …
recognized that low turnover intention of employees is helpful for consequently obtaining …
The effects of work role and family role variables on psychological and behavioral outcomes of frontline employees
OM Karatepe, A Sokmen - Tourism management, 2006 - Elsevier
The current empirical study investigates the effects of work role and family role variables on
frontline employees' affective (job satisfaction, JSAT and intention to leave, INTLEAVE) and …
frontline employees' affective (job satisfaction, JSAT and intention to leave, INTLEAVE) and …
Antecedents and consequences of CRM technology acceptance in the sales force
GJ Avlonitis, NG Panagopoulos - Industrial marketing management, 2005 - Elsevier
Two conceptual approaches [Davis, FD (1989). Perceived usefulness, perceived ease of
use, and user acceptance of information technology. MIS Quarterly, 13 (3), 319–340; …
use, and user acceptance of information technology. MIS Quarterly, 13 (3), 319–340; …
Why people quit: Explaining employee turnover intentions among export sales managers
Predictably, sales organizations invest substantial financial and human resources in
developing effective salesforces and yet salespeople are among the highest 'risk group'in …
developing effective salesforces and yet salespeople are among the highest 'risk group'in …
Impacts of misbehaving air passengers on frontline employees: role stress and emotional labor
Purpose The study aimed to investigate the impact of customer misbehaviors on airline in-
flight customer contact personnel. A theoretical framework was proposed to test the …
flight customer contact personnel. A theoretical framework was proposed to test the …
[HTML][HTML] Antecedents and performance implications of stakeholder understanding in green product innovation
When developing green product innovations, firms are often confronted with a complex
system of interdependent stakeholders and their interests. This study focuses on the holistic …
system of interdependent stakeholders and their interests. This study focuses on the holistic …