Track 2: Sales Management

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

Adam Rapp, Daniel Bachrach, Jessica Ogilvie, Ryan Mullins, and Jaron Harvey

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

Robert Waiser

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

Avinash Malshe, Mike Krush, and Doug Hughes

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

Kenneth Le Meunier-FitzHugh, Leslie Le Meunier-FitzHugh, Graham R. Massey, and Nigel F. Piercy

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

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