Книга: Управление отделом продаж

Рекомендуемая литература

Рекомендуемая литература

Мотивация

Arnold, Todd J., Timothy D. Landry, Lisa K. Scheer, Stan Simona. The Role of Equity and Work Environment in the Formation of Salesperson Distributive Fairness Judgments. Journal of Personal Selling & Sales Management, (29) (зима, 2008–2009). С. 61–80.

Viachosa, Pavlos A., Aristeidis Theotokisa, Nikolaos G. Panagopoulos. Sales Force Reactions To Corporate Social Responsibility: Attributions, Outcomes, and the Mediating Role of Organizational Trust. Industrial Marketing Management 39, Issue 7, (октябрь, 2010) с. 1207–1218.

Лидерство и мотивация

DeConnick, James B., Julie T. Johnson. The Effects of Perceived Supervisor Support, Perceived Organizational Support, and Organizational Justice on Turnover Among Salespeople. Journal of Personal Selling and Sales Management, (29) (осень, 2009). С. 333–351.

Wachner, Trent, Christopher R. Plouffe, and Yany Gregoire. SOCO’s Impact on Individual Sales Performance: The Integration of Selling Skillls as a Missing Link. Industrial Marketing Management 38, Issue 1, (январь, 2009) с. 32–44.

Этапы карьеры и эффект плато у продавцов

Miao, C. Fred, Donald J. Lund, Kenneth R. Evans. Reexamining the Influence of Career Stages on Salesperson on Motivation: A Cognitive and Affective Perspective. Journal of Personal Selling and Sales Management (29) (лето, 2009). С. 243–256.

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