Salespeople (Behavior)

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The influence of moral philosophy on retail salespeople's ethical... The relatively minimal literature on ethics in a retail selling context indicates that retail sales personnel perceive that ... (PERIODICAL ARTICLE) Examining the Relationship between Work Attitudes and Propensity to Leave... As international activities of firms increase, US salespeople are being sent overseas to establish international offices, to help ... (PERIODICAL ARTICLE) Hiring Salespeople -- Getting Behind The Mask. The hardest hire you will ever make is finding and hiring a good salesperson. Salespeople are trained to ... (PERIODICAL ARTICLE) Influence of control systems on opportunistic behaviors of salespeople: a... Sales organizations typically use two types of formal controls--namely, output and process controls--to direct the activities and outputs ... (PERIODICAL ARTICLE) Why Salespeople Fail Build accountablity in your salespeople by sifting through their excuses. (ARTICLE) When Salespeople Fail, Blame Management HEADNOTE Question for you business executives: Who's responsible for the behavior - and professionalism - of your salespeople ... (PERIODICAL ARTICLE) How outgroup salespeople fit in or fail to fit in: a proposed... Considering the need to retain and train salespeople, it is worthwhile to study the socialization process. Whereas efforts ... (PERIODICAL ARTICLE) Comparisons of salespeople in multilevel vs. single level direct selling... Direct selling is a marketing method exhibiting substantial growth in sales revenues, and is particularly noteworthy because it ... (PERIODICAL ARTICLE) Appropriate relational messages in direct selling interaction: should... Successful sales people are competent communicators (Williams & Spiro, 1985) who have the knowledge, skill, and motivation to ... (PERIODICAL ARTICLE) Learning and performance goal orientation of salespeople revisited: the... Salesperson work motivation has long been an important element in sales management research (e.g., Brown, Cron, and Slocum ... (PERIODICAL ARTICLE) Hiring Salespeople: Getting Behind the Mask Salespeople are trained to mask their behaviors and feed a prospect what they want to see. (PERIODICAL ARTICLE) The effects of salesperson need for achievement and sales manager leader... All too often, organizations fail to develop long-term relationships with their salespeople because of employee perceptions that the ... (PERIODICAL ARTICLE) Why are your salespeople so mad?--Part 2. In a previous article, I pointed out that a number of salespeople in dealerships were mad about some ... (PERIODICAL ARTICLE) Coping strategy profiles used by salespeople: their relationships with... The sales job inheres job stress (Sager and Wilson 1995). Stressors can be traced to having to satisfy ... (PERIODICAL ARTICLE) Choice or perception: how affect influences ethical choices among... According to a survey of 1,324 workers including line employees, managers, and executives conducted by USA Today, "48% ... (PERIODICAL ARTICLE) Honeycutt, Earl D., Jr., Myron Glassman, Michael T. Zugelder, and Kiran... Journal of Business Ethics, 32 (July), 69-79. [Clarke] This research proposes a model to understand how the process ... (PERIODICAL ARTICLE) Adaptive selling behavior revisited: an empirical examination of learning... For decades, sales managers and sales researchers have directed considerable attention to identifying and validating salesperson characteristics predictive ... (PERIODICAL ARTICLE) Characteristics of successful salespeople. Are successful salespeople made or born? It is the eternal question: the sales manager's version of nature versus ... (PERIODICAL ARTICLE) Are Your Salespeople Ripping You Off? She never meant to spy on her marketing team, but during a quiet moment on an otherwise regular ... (PERIODICAL ARTICLE) Sales manager behavior control strategy and its consequences: the impact... Salesperson gender differences regarding attitudes, behavior, and outcomes attracted considerable research attention during the last decade. A strong ... (PERIODICAL ARTICLE)
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Collaboration: The Key Supply Chain Trend

Interview with Dr. Leroy Schwarz, Professor at the Krannert Graduate School of Management, Purdue University

Salespeople (Behavior)

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