Understanding sales representatives' unreliable lead management efforts: contingent impacts of sales managers' goal and process control behaviors.

Authors: Altenscheidt, Jan¹ (AUTHOR) jan.altenscheidt@ruhr-uni-bochum.de, Ernst, Sophie-Charlotte¹ (AUTHOR), Schmitz, Christian¹ (AUTHOR)

Source: Journal of Personal Selling & Sales Management. Dec2024, Vol. 44 Issue 4, p441-459. 19p.

Subject Terms: *Sales personnel, *Quantitative research, *Leadership, Cross-sectional method, Responsibility

Understanding Sales Representatives' Unreliable Effort in Lead Management: The Contingent Impact of Managers' Goal and Process Control Behaviors
American Marketing Association (AMA) winter academic conference (Reconnecting and reconceiving the marketplace)

Authors: Altenscheidt, Jan, Ernst, Sophie-Charlotte, Schmitz, Christian

Source: AMA educators proceedings. 34(2):1293-1296

Availability: http://explore.bl.uk/primo_library/libweb/action/display.do?tabs=detailsTab&gathStatTab=true&ct=display&fn=search&doc=ETOCCN608153328&indx=1&recIds=ETOCCN608153328

Digitalisierung und Automatisierung: Herausforderungen und Gestaltungsansätze für eine kundenzentrierte B-to-B-Marktbearbeitung.

Authors: Schmitz, Christian¹ Christian.Schmitz@ruhr-uni-bochum.de, Altenscheidt, Jan² Jan.Altenscheidt@ruhr-uni-bochum.de, Ernst, Sophie-Charlotte³ Sophie-Charlotte.Ernst@ruhr-uni-bochum.de, Huckemann, Matthias⁴ Matthias.Huckemann@mercuri.de

Source: Marketing Review St. Gallen. 2020, Issue 5, p18-26. 9p.