个人对 B2B 行业领导力崛起的看法及其对团队销售业绩的影响

IF 3.9 Q2 BUSINESS

Journal of Personal Selling & Sales Management Pub Date : 2024-07-29 DOI:10.1080/08853134.2024.2377979

Jacqueline Schmidt, Sascha Alavi, Sebastian Springer, Jan Helge Guba

引用次数: 0

摘要

自我管理团队在销售领域越来越普遍。在这类团队中，领导力的崛起起着关键作用，因为领导者往往不是明确任命的，而是默默承担领导责任的。前...

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance

Self-managed teams are becoming more prevalent in sales. In such teams, leadership emergence plays a key role, as leaders are often not explicitly appointed but take on leadership implicitly. Previ...

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来源期刊

Journal of Personal Selling & Sales Management BUSINESS-

CiteScore

5.70

自引率

36.40%

发文量

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.