Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work?
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DOI: 10.1007/s11747-016-0473-x
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Cited by:
- Valerie Good & Douglas E. Hughes & Ahmet H. Kirca & Sean McGrath, 2022. "A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 586-614, May.
- Mullins, Ryan & Swain, Scott & Friend, Scott B., 2023. "How and should firms motivate salesperson effort across a Multi-Brand Portfolio?," Journal of Business Research, Elsevier, vol. 158(C).
- Allison, Lee & Flaherty, Karen E., 2020. "Investigating firm level drivers of salesperson brand identification," Journal of Business Research, Elsevier, vol. 121(C), pages 154-169.
- Hughes, Douglas E. & Richards, Keith A. & Calantone, Roger & Baldus, Brian & Spreng, Richard A., 2019. "Driving In-Role and Extra-Role Brand Performance among Retail Frontline Salespeople: Antecedents and the Moderating Role of Customer Orientation," Journal of Retailing, Elsevier, vol. 95(2), pages 130-143.
- Gopalakrishna, Srinath & Crecelius, Andrew T. & Patil, Ashutosh, 2022. "Hunting for new customers: Assessing the drivers of effective salesperson prospecting and conversion," Journal of Business Research, Elsevier, vol. 149(C), pages 916-926.
- Valerie Good & Douglas E. Hughes & Hao Wang, 2022. "More than money: establishing the importance of a sense of purpose for salespeople," Journal of the Academy of Marketing Science, Springer, vol. 50(2), pages 272-295, March.
- Ayşe Banu Elmadağ & Alexander E. Ellinger, 2018. "Alleviating job stress to improve service employee work affect: the influence of rewarding," Service Business, Springer;Pan-Pacific Business Association, vol. 12(1), pages 121-141, March.
- Michaela Merk & Géraldine Michel, 2019. "The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception," Post-Print hal-02045833, HAL.
- Merk, Michaela & Michel, Géraldine, 2019. "The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception," Journal of Business Research, Elsevier, vol. 102(C), pages 339-352.
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Keywords
Salesperson effort; Sales quota; Psychological ownership; Salesperson competitiveness; Salesperson brand identification;All these keywords.
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