Global ETD Search
Search theses and dissertations gathered from participating repositories worldwide. Every result links back to the library that holds it. No account is needed.
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Showing 1 to 10 of 10 for “"Sales manager"”.
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Salesperson Perceptions - An Examination of Sales Manager Leadership and Salesperson Engagement
… with performance and retention. Specifically, salespeople, as boundary spanners, pose unique challenges to organizations. To date, the literature has given limited attention to salesperson engagement. This study explores the assertion that managers are the primary source of employee …
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Sales manager problem resolution styles:measure development and an examination of their salesperson-related consequences
Personal selling and sales management play a critical role in the short and long term success of the firm, and have thus received substantial academic interest since the 1970s. Sales research has examined the role of the sales manager in some depth, defining a number of key technical and …
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Export Credit Guarantees: Information Evaluation, Valuation, and Portfolio Management
… operate on a frontier. The existing General Sales Manager guarantee portfolio is then modeled, and the portfolio's sensitivity to potential policy changes and external shocks is examined. The results quantify the impacts of changes in activity level, coverage, and other terms.
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Examining the Relationship between Career Interests, Styles, and Subjective Well-Being with the Strong Interest Inventory
… composite, realtor, elementary school teacher, sales manager, graphic designer, attorney, and automobile mechanic. Regression analyses demonstrated that the GOTs and PSSs individually explain a significant portion of variance in subjective well-being, as well as that the PSSs explain a …
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Anglizismen in Stellenanzeigen: eine empirische Analyse zur Wirkung von Anglizismen auf die Attraktivität von Stellenanzeigen deutscher Startups
… zur Arbeitsplatzvermittlung Bezeichnungen wie „Sales Manager“, „Talent Acquisition Manager“ oder „Head of People“. In einer Analyse von Karrierewebseiten elf deutscher Startups wurde festgestellt, dass sich der Gebrauch von Anglizismen nicht nur auf die Jobbezeichnungen beschränkt, sondern dass …
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Three essays on b2b solution selling - challenges in sales, contracting, and pricing
… considers these challenges and opportunities in sales, contracting, and pricing of complex B2B solutions in three essays: Essay 1 addresses the increased complexity for solution salespeople, who represent an essential strategic asset in solution selling. In-depth interviews with solution sales …
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Conception du système de contrôle de la force de vente dans une perspective relationnelle validation contextuelle
In the literature, two sales force control systems advocated by Anderson and Oliver (1987) are predominant. These systems are representative of behavior control (eg, presentation quality) and results (eg sales volume). However, despite the importance of these two control systems, they are …
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The salesperson-manager exchange relationship: the impact of competence, latitude and loyalty
Sales management researchers apply various leadership measures and theories taken from conventional work-group settings. These applications may be questionable given the unique boundary-spanning context in which the field sales force must operate. This study raises the questions and offers an …
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Die gebruik van besigheidsintellegensie in bestuursbesluitneming in landbouverkope
… a company should be one of the most important managerial functions that the company occupies itself with. (Arnott et al., 2017). For this reason the development of Business Intelligence (BI) has been the most encompassing area of IT development since 2009 and this tendency should continue for …
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Three essays on digital and non-digital transformations in business-to-business markets
… a deep dive into digital transformations of sales processes. By making use of two rich sets of qualitative interview material from supplier and buyer firms, I identify the challenges resulting for B2B salespeople from the introduction of digital sales channels into personal selling. Moreover, …