Книга: Управление отделом продаж

Рекомендуемая литература

Рекомендуемая литература

Chonko, Lawrence B., Douglas B. Grisaffe, Fernando Jaramillo, and James A., Roberts. Examining the Impact of Servant Leadership on Sales Force Performance. Journal of Personal Selling & Sales Management 29 (лето, 2009). С. 257–276.

Flaherty, Karen, Son K. Lam, Nick Lee, Jay Prakash Mulki, an Andrea L. Dixon. Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows. Journal of Personal Selling & Sales Management 32 (зима, 2012). С. 29–40.

Gebauer, Heiko. Exploring the Contribution of Management Innovation to the evolution of Dynamic Capabilities. Industrial Marketing Management 40 (ноябрь, 2011). С. 1238–1250.

Lee, Ruby P., Jean L. Johnson, and Xinlin Tang. An Investigation into the Role of IT Integration, Relationship Predictability and Routinization in Interfirm Relationships: From the Structuration Perspective. Industrial Marketing Management 41 (февраль, 2012). С. 368–377

Menguc, Bulent, Seigyoung Auh, and Youngchan Kim. Salespeople’s Knowledge-Sharing Behaviors with Coworkers Outside the Sales Unit. Journal of Personal Selling & Sales Management 31 (весна, 2011). С. 103–122.

Panagopoulos, Nikolaos G., Nick Lee, Ellen BolmanPullins, George J. Avlonitis, Pascal Brassier, Paolo Guenzi, Anna Humenberger, PiotrKwiatek, Terry W. Loe, Elina Oksanen-Ylikoski, Robert M. Peterson, Beth Rogers, and Dan C. Weilbaker. Internationalizing Sales Research: Current Status, Opportunities, and Challenges. Journal of Personal Selling & Sales Management 31 (лето, 2011). С. 219–242.

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