Performance implications of sales strategy: The moderating effects of leadership and environment
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DOI: 10.1016/j.ijresmar.2009.11.001
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Cited by:
- Azizah Hashim & Che Mohd Zulkifli Che Omar & Mohd Sahandri Gani Hamzah & Azmi Umar, 2018. "Leadership Behaviour, Entrepreneurial Orientation and Organisational Performance in Malaysian Small and Medium Enterprises," International Business Research, Canadian Center of Science and Education, vol. 11(9), pages 37-50, September.
- Guenzi, Paolo & Sajtos, Laszlo & Troilo, Gabriele, 2016. "The dual mechanism of sales capabilities in influencing organizational performance," Journal of Business Research, Elsevier, vol. 69(9), pages 3707-3713.
- Deon Montasser & Ruslan Prijadi & Tengku Ezni Balqiah, 2023. "The Mediating Effect of IT-Enabled Dynamic Capabilities and Organizational Readiness on the Relationship Between Transformational Leadership and Digital Business Model Innovation: Evidence From Indone," SAGE Open, , vol. 13(2), pages 21582440231, June.
- Małgorzata Pol & Małgorzata Rutkowska & Jerzy Tutaj, 2023. "Added Value on a Day in the Pandemic in Tourist Attractions in the Polish–Czech Borderland as a Green Economy Initiative," Sustainability, MDPI, vol. 15(4), pages 1-18, February.
- Zhen, Xueping & Wang, Ping & Li, Xinran, 2024. "The Streamer's sales strategy choice considering sales effort," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
- Saïd Echchakoui & Riadh Ladhari, 2024. "Sales force control in the area of value-based selling and Industry 4.0: smart self-control based on salesperson business model," Journal of Marketing Analytics, Palgrave Macmillan, vol. 12(4), pages 1006-1027, December.
- Obey Dzomonda & Olawale Fatoki & Olabanji Oni, 2017. "The Impact of Leadership Styles on the Entrepreneurial Orientation of Small and Medium Enterprises in South Africa," Journal of Economics and Behavioral Studies, AMH International, vol. 9(2), pages 104-113.
- Lukas Isenberg & Susanne Kreiter & Roland Helm & Christian Schmitz, 2022. "Marketing control in international headquarters-subsidiary working relationships of industrial goods firms: the role of environmental context," Journal of Business Economics, Springer, vol. 92(6), pages 1035-1064, August.
- Kraus, Florian & Haumann, Till & Ahearne, Michael & Wieseke, Jan, 2015. "When Sales Managers and Salespeople Disagree in the Appreciation for Their Firm: The Phenomenon of Organizational Identification Tension," Journal of Retailing, Elsevier, vol. 91(3), pages 486-515.
- Miao, C. Fred & Evans, Kenneth R., 2012. "Effects of formal sales control systems: A combinatory perspective," International Journal of Research in Marketing, Elsevier, vol. 29(2), pages 181-191.
- Melek Akın Ateş & Robert Suurmond & Davide Luzzini & Daniel Krause, 2022. "Order from chaos: A meta‐analysis of supply chain complexity and firm performance," Journal of Supply Chain Management, Institute for Supply Management, vol. 58(1), pages 3-30, January.
- Sascha Alavi & Johannes Habel & Paolo Guenzi & Jan Wieseke, 2018. "The role of leadership in salespeople’s price negotiation behavior," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 703-724, July.
- Reichstein-Scholz, Harriet & Giroud, Axèle & Yamin, Mo & Andersson, Ulf, 2021. "Sales to centre stage! Determinants of the division in strategic sales decisions within the MNE," International Business Review, Elsevier, vol. 30(6).
- Hilke, Lukas, 2024. "When does marketing & sales collaboration affect the perceived lead quality? The moderating effects of IT systems," Junior Management Science (JUMS), Junior Management Science e. V., vol. 9(3), pages 1681-1699.
- Leischnig, Alexander & Kasper-Brauer, Kati, 2016. "How to sell in diverse markets? A two-level approach to industry factors and selling factors for explaining firm profitability," Journal of Business Research, Elsevier, vol. 69(4), pages 1307-1313.
- Steven Lu & Andre Bonfrer & Ranjit Voola, 2015. "Retaining Talented Salespeople," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 2(2), pages 148-164, June.
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Keywords
Sales strategy; Performance; Leadership; Environment; Resource-based view; Industrial organization theory;All these keywords.
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