Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls
Industrial Marketing Management, 36 (5), 589-603.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls
Industrial Marketing Management, 36 (5), 589-603.
Dependence and interdependence in marketing relationships: meta-analytic insight.
Journal of the Academy of Marketing Science, 43 (6), 694-712.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls
Industrial Marketing Management, 36 (5), 589-603.
Dependence and interdependence in marketing relationships: meta-analytic insight.
Journal of the Academy of Marketing Science, 43 (6), 694-712.
Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance
Journal of Business Research, 68 (11), 2374-2382.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls
Industrial Marketing Management, 36 (5), 589-603.
Dependence and interdependence in marketing relationships: meta-analytic insight.
Journal of the Academy of Marketing Science, 43 (6), 694-712.
Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance
Journal of Business Research, 68 (11), 2374-2382.
Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 29 (3), 243-255.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls
Industrial Marketing Management, 36 (5), 589-603.
Dependence and interdependence in marketing relationships: meta-analytic insight.
Journal of the Academy of Marketing Science, 43 (6), 694-712.
Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance
Journal of Business Research, 68 (11), 2374-2382.
Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 29 (3), 243-255.
Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword
Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls
Industrial Marketing Management, 36 (5), 589-603.
Dependence and interdependence in marketing relationships: meta-analytic insight.
Journal of the Academy of Marketing Science, 43 (6), 694-712.
Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance
Journal of Business Research, 68 (11), 2374-2382.
Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 29 (3), 243-255.
Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword
Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.
What makes online content viral? The contingent effects of hub users vs. non-hub users on social media platforms (forthcoming)
Journal of the Academy of Marketing Science
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls
Industrial Marketing Management, 36 (5), 589-603.
Dependence and interdependence in marketing relationships: meta-analytic insight.
Journal of the Academy of Marketing Science, 43 (6), 694-712.
Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance
Journal of Business Research, 68 (11), 2374-2382.
Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 29 (3), 243-255.
Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword
Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.
What makes online content viral? The contingent effects of hub users vs. non-hub users on social media platforms (forthcoming)
Journal of the Academy of Marketing Science
The Role of Salesperson Motivation in Sales Control Systems – Intrinsic and Extrinsic Motivation Revisited
Journal of Business Research, 60 (5), 417-425.
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls
Industrial Marketing Management, 36 (5), 589-603.
Dependence and interdependence in marketing relationships: meta-analytic insight.
Journal of the Academy of Marketing Science, 43 (6), 694-712.
Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance
Journal of Business Research, 68 (11), 2374-2382.
Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 29 (3), 243-255.
Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword
Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.
What makes online content viral? The contingent effects of hub users vs. non-hub users on social media platforms (forthcoming)
Journal of the Academy of Marketing Science
The Role of Salesperson Motivation in Sales Control Systems – Intrinsic and Extrinsic Motivation Revisited
Journal of Business Research, 60 (5), 417-425.
Effects of Top Performer Rewards on Fellow Salespeople: A Double-edged Sword
Journal of Personal Selling and Sales Management (forthcoming)
Motivating Industrial Salesforce with Sales Control Systems: An Interactive Perspective
Journal of Business Research, 67 (6), 1233-1242.
Key Supplier Involvement in IT-enabled Operations: When Does It Lead to Improved Performance?
Industrial Marketing Management
Effects of formal sales control systems: a combinatory perspective.
International Journal of Research in Marketing, 29 (2), 181-191.
The Impact of Salesperson Motivation on Role Perceptions and Job Performance – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 27 (1), 89-101.
The interactive effects of sales control systems on salesperson performance: a job demands-resources perspective.
Journal of the Academy of Marketing Science, 41 (1), 73-90.
The effects of supplier capabilities on industrial customers' loyalty: the role of dependence.
Journal of the Academy of Marketing Science, 38 (1), 90-104.
Sales Channel Integration After Mergers and Acquisitions: A Methodological Approach For Avoiding Common Pitfalls
Industrial Marketing Management, 36 (5), 589-603.
Dependence and interdependence in marketing relationships: meta-analytic insight.
Journal of the Academy of Marketing Science, 43 (6), 694-712.
Effects of Sales Force Market Orientation on Creativity, Innovation Implementation, and Sales Performance
Journal of Business Research, 68 (11), 2374-2382.
Re-examining the Influence of Career Stages on Salesperson Motivation – A Cognitive and Affective Perspective
Journal of Personal Selling & Sales Management, 29 (3), 243-255.
Effects of Work-Family Interface Conflicts on Salesperson Behaviors: A Double-edged Sword
Journal of the Academy of Marketing Science (2017), 45 (5), 762-783.
What makes online content viral? The contingent effects of hub users vs. non-hub users on social media platforms (forthcoming)
Journal of the Academy of Marketing Science
The Role of Salesperson Motivation in Sales Control Systems – Intrinsic and Extrinsic Motivation Revisited
Journal of Business Research, 60 (5), 417-425.
Effects of Top Performer Rewards on Fellow Salespeople: A Double-edged Sword
Journal of Personal Selling and Sales Management (forthcoming)
The differential effects of functional vis-à-vis relational customer orientation on salesperson creativity
Journal of Business Research, 69 (12), 6021-6030.