현상
영업성과
18편 · 2021 3편, 2022 4편, 2023 1편, 2024 1편, 2025 2편
- Human-Centered Artificial Intelligence: A Field Experiment
- Is IT That You Can’t Learn, Or You Won’t Learn? Technology-Enabled Monitoring and Heterogeneity in Sales Performance
- Multi-Segment and Single-Segment Sales Contests: Evidence of Their Effectiveness and the Underlying Mechanisms
- Genes and Sales
- Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy
- Onboarding Salespeople: Socialization Approaches
- The impact of social capital and transaction efficacy on salesperson performance
- Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum
- Emotional Calibration and Salesperson Performance
- Online Training of Salespeople: Impact, Heterogeneity, and Spillover Effects
- Do Online Communities Improve Job Performance in the Geographically Dispersed Organization?
- The Effects of Quota Frequency: Sales Performance and Product Focus
- Conditional Life Cycle: An Examination of Operating Performance for Leaders and Laggards
- Managing Laggards: The Importance of a Deep Sales Bench
- Unpacking the Relationship between Sales Control and Salesperson Performance: A Regulatory Fit Perspective
- Self-Selected Sales Incentives: Evidence of their Effectiveness, Persistence, Durability, and Underlying Mechanisms
- Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics
- How Do Specialized Personal Incentives Enhance Sales Performance? The Benefits of Steady Sales Growth