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32. A contingency model of emotional intelligence in professional selling. (2016). Shervani, Tasadduq A ; McFarland, Richard G ; Rode, Joseph C.
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33. Dimensions and contingent effects of variable compensation system changes. (2016). Friend, Scott B ; Johnson, Jeff S ; Agrawal, Arvind.
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34. Linking thinking styles to sales performance: The importance of creativity and subjective knowledge. (2016). Groza, Mark D ; Locander, David A ; Howlett, Charles H.
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35. Incentives to motivate. (2015). Schöttner, Anja ; Kvaløy, Ola ; Schottner, Anja.
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36. Why people quit: Explaining employee turnover intentions among export sales managers. (2015). Morgan, Robert E. ; Theodosiou, Marios ; Katsikea, Evangelia.
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37. Hidden benefits of reward: A field experiment on motivation and monetary incentives. (2015). Schöttner, Anja ; Nieken, Petra ; Kvaløy, Ola ; Schottner, Anja.
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38. Incentives to Motivate. (2014). Schöttner, Anja ; Kvaløy, Ola ; Kvaloy, Ola ; Schottner, Anja.
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39. Hidden Benefits of Reward: A Field Experiment on Motivation and Monetary Incentives. (2013). Schöttner, Anja ; Nieken, Petra ; Kvaløy, Ola ; Kvaloy, Ola ; Schottner, Anja.
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40. A model of retail job characteristics, employee role ambiguity, external customer mind-set, and sales performance. (2013). Iyer, Rajesh ; Johlke, Mark C.
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41. Hidden Benefits of Reward: A Field Experiment on Motivation and Monetary Incentives. (2013). Schöttner, Anja ; Nieken, Petra ; Kvaløy, Ola ; Kvaloy, Ola ; Schottner, Anja.
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42. Incentives to Motivate. (2012). Schöttner, Anja ; Kvaløy, Ola ; Kvaloy, Ola ; Schottner, Anja.
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43. Moral Judgment and its Impact on Business-to-Business Sales Performance and Customer Relationships. (2011). Good, David ; Schwepker, Charles .
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44. Swedish energy advisers perceptions regarding and suggestions for fulfilling homeowner expectations. (2011). Gustavsson, Leif ; Mahapatra, Krushna ; Nair, Gireesh.
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45. THE RELATIONSHIP BETWEEN SALES SKILLS AND SALESPERSON PERFORMANCE: AN EMPIRICAL STUDY IN THE MALAYSIA TELECOMMUNICATIONS COMPANY. (2010). Ahmad, Syed Zamberi ; Kitchen, Philip J. ; Basir, Mohd Sah .
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46. Drivers of Sales Performance: A Contemporary Meta-Analysis. (2010). Verbeke, W. J. M. I., ; Verwaal, E. ; Dietz, H. M. S., .
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47. Antecedents to managerial trust and sales control in Malaysian salesforce. (2010). Asree, Susita ; Hu, Michael Y. ; Mallin, Michael L. ; Koh, Anthony C..
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48. How management control and job-related characteristics influence the performance of export sales managers. (2007). Theodosiou, Marios ; Katsikea, Evangelia.
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49. Linking behavioral control to frontline employee commitment and performance: a test of two alternative explanations using motivation theories. (2006). Dewettinck, Koen ; Buyens, Dirk.
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50. Moving in Social Circles – Social Circle Membership and Performance Implications. (2006). Wuyts, S. H. K., ; Verbeke, W. J. M. I., .
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51. Analysis of Effective Control Practices in Sales Management: A Comparative Study in Developing Countries. (2006). Rajagopal, prof.
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52. The moderating effect of goal-setting characteristics on the sales control systems-job performance relationship. (2005). Zou, Shaoming ; Evans, Kenneth R. ; Fang, Eric.
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53. A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research. (2005). Mulki, Jay Prakash ; Marshall, Greg W. ; Jaramillo, Fernando.
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54. Examining the effectiveness of sales management control practices in developing countries. (2004). Piercy, Nigel F. ; Low, George S. ; Cravens, David W..
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55. Formal and informal management control combinations in sales organizations: The impact on salesperson consequences. (2004). Moncrief, William C. ; Marshall, Greg W. ; Low, George S. ; Lassk, Felicia G. ; Cravens, David W..
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56. The use of expert judges in scale development: Implications for improving face validity of measures of unobservable constructs. (2004). Bearden, William O. ; Hardesty, David M..
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57. Measuring performance at trade shows: Scale development and validation. (2004). Hansen, Kare.
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58. Marketing mix standardization: a cross cultural study of four countries. (2004). Kustin, Richard Alan .
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59. The moderating effect of selling situation on the adaptive selling strategy-selling effectiveness relationship. (2003). Porter, Stephen S. ; Wiener, Joshua L. ; Frankwick, Gary L..
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60. Stratégies compétitives, contrôle des vendeurs et performance de la force de vente. (2003). Sprimont, Pierre-Antoine.
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61. Consequences of sales management control in field sales organizations: a cross-national perspective. (2002). Grant, Kegn ; Cravens, David W. ; Baldauf, Artur.
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62. The indirect effects of organizational controls on salesperson performance and customer orientation. (2001). Randall, Sheila ; Joshi, Ashwin W..
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63. Relational selling behavior and skills in long-term industrial buyer-seller relationships. (1995). Biong, Harald ; Selnes, Fred .
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