Search Results - "Kerr, Peter D."

The impact of performance measurement diversity on customer-oriented selling behavior by Kerr, Peter D., Franco-Santos, Monica

“…Motivated by recent high-profile cases of salespeople behaving ‘badly’ (i.e., unethically, aggressively, or misleading toward customers), we investigate…”
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The interplay between objective and subjective measures of salesperson performance: towards an integrated approach by Kerr, Peter D., Marcos-Cuevas, Javier

“…The frameworks to measure salesperson performance have not advanced in parallel with the degree of transformation of professional selling. To address this…”
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Toward an understanding of the personal traits needed in a digital selling environment by Peesker, Karen M., Ryals, Lynette J., Kerr, Peter D.

“…Purpose The digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the…”
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Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis by Kerr, Peter D., Marcos-Cuevas, Javier

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Hiring for sales success: The emerging importance of salesperson analytical skills by Peesker, Karen M., Kerr, Peter D., Bolander, Willy, Ryals, Lynette J., Lister, Jonathan A., Dover, Howard F.

“…Several studies suggest that accelerating technology, increasing product complexity, and an expanding volume of information in the marketplace are changing…”
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LETTER TO THE EDITOR by M. Rowe, Peter D. Midolo, Trevor G. Kerr, Samantha

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