Jan Altenscheidt, Sophie-Charlotte Ernst, Christian Schmitz
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Understanding sales representatives’ unreliable lead management efforts: contingent impacts of sales managers’ goal and process control behaviors
Sales representatives (reps) frequently exhibit a lack of lead management effort and sales managers need to determine why so that they can address the problem. Scant insights exist into which leade...
期刊介绍：
As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.
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