When Intelligence is (Dys)Functional for Achieving Sales Performance
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Cited by:
- Stuart Read & Stefan Michel & Jan H. Schumann & Kumar Rakesh Ranjan, 2019. "Pricing co-created value: an integrative framework and research agenda," AMS Review, Springer;Academy of Marketing Science, vol. 9(3), pages 155-183, December.
- 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.
- Good, Valerie & Greiner Fehl, Amy & Mangus, Stephanie M., 2024. "Lonely and Insecure: How salesperson Well-Being impacts performance," Journal of Business Research, Elsevier, vol. 184(C).
- Leff Bonney & Christopher R. Plouffe & Michael Brady, 2016. "Investigations of sales representatives’ valuation of options," Journal of the Academy of Marketing Science, Springer, vol. 44(2), pages 135-150, March.
- Groza, Mark D. & Locander, David A. & Howlett, Charles H., 2016. "Linking thinking styles to sales performance: The importance of creativity and subjective knowledge," Journal of Business Research, Elsevier, vol. 69(10), pages 4185-4193.
- Touzani, Mourad & Hirschman, Elizabeth C. & Hechiche Salah, Lamia, 2016.
"Retail stressors in the Middle East/North Africa region,"
Journal of Business Research, Elsevier, vol. 69(2), pages 726-735.
- Mourad Touzani & E. Hirschman E. & H Salah L., 2016. "Retail Stressors in the Middle East/North Africa Region," Post-Print hal-01331849, HAL.
- Andree Swanson & Diane Hamilton & Paula Zobisch, 2015. "Establishing Best Practices For Including Emotional Intelligence In Real Estate Professionals," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 9(4), pages 91-97.
- Kadic-Maglajlic, Selma & Micevski, Milena & Arslanagic-Kalajdzic, Maja & Lee, Nick, 2017. "Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach," Journal of Business Research, Elsevier, vol. 80(C), pages 53-62.
- Kumar Rakesh Ranjan & Stuart Read, 2016. "Value co-creation: concept and measurement," Journal of the Academy of Marketing Science, Springer, vol. 44(3), pages 290-315, May.
- Patel, Pankaj C. & Pearce, John A. & Bachrach, Daniel G., 2018. "Psychological Distress is increasing among customer-facing retail employees: Evidence from 1997 to 2015," Journal of Business Research, Elsevier, vol. 89(C), pages 21-26.
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More about this item
Keywords
general mental ability; knowledge; knowledge based marketing; sales; thinking styles;All these keywords.
JEL classification:
- C44 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods: Special Topics - - - Operations Research; Statistical Decision Theory
- M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics
- M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
NEP fields
This paper has been announced in the following NEP Reports:- NEP-MKT-2008-07-05 (Marketing)
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