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Intraorganizational Employee Navigation and Socially-Derived Outcomes: Conceptualization, Validation, and Effects ...
Personnel Psychology (2011)
Intraorganizational employee navigation (IEN) is conceptualized as a means of better understanding how the organizational actor proactively works across their ...
Exploratory Navigation and Salesperson Performance: Investigating Selected Antecedents and Boundary ...
Department of Marketing (2010)
Salesperson behavior aimed at improving internal company response to customer requests has received little attention in the industrial marketing literature ...
Customer-Directed Selling Behaviors and Performance: A Comparison of Existing Perspectives
Department of Marketing (2009)
Sales researchers have spent decades developing and empirically testing various scales that reflect distinct theoretical perspectives of salesperson behavior and ...