Track 2: Sales Management

Sales and Service Climate Perceptions: Understanding the Impacts of Multiple Psychological Climates on Salesperson Performance

Not Necessarily Sandbagging: Why Do Sales Managers Lobby for Bigger Budgets?

Why Does Marketing Strategy Implementation Fail and What may be Done about It: A Multi-Level Investigation Within the Sales and Marketing Interface

Studying the Effectiveness of Cross-Functional Integration Mechanisms in Relationships between Sales and Marketing

A PDF version of this session’s PowerPoint deck is available here.