Browsing by Publisher "Amer Marketing Assoc"
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Unpacking the Relationship Between Sales Control and Salesperson Performance: A Regulatory Fit Perspective Authors :
Publisher and Date : (Amer Marketing Assoc, 2018)The literature examining the effect of sales control on salesperson performance is at best equivocal. To reconcile inconsistencies in empirical findings this research introduces two new types of salesperson learning: ...
When Does (Mis)Fit in Customer Orientation Matter for Frontline Employees' Job Satisfaction and Performance? Authors :
Publisher and Date : (Amer Marketing Assoc, 2016)The role of coworkers' customer orientation (CO) in influencing an employee's CO has received sparse attention in the literature. This research serves two purposes. First the study draws on person-group fit theory to develop ...