The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.
Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes
Open accessAbstract
Customer demands and an increasingly complex environment can make team selling critical to strategy implementation, profitability and competitive advantage. The increased use of selling teams has not been matched by an increased understanding of how to foster enhanced selling team effectiveness. In this article we define empowered selling teams and the shared leadership process within such teams. We develop a limited model of selling team effectiveness where team member characteristics, and vertical leadership, influence shared leadership and shared leadership indirectly and directly influences selling team effectiveness.
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Citations
Cites
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
Developmental sequence in small groups.
Tuckman, B. W. (1965) · Psychological Bulletin · doi:10.1037/h0022100 · Cited by 5,778
Toward a theory of task motivation and incentives
Locke, E. A. (1968) · Organizational Behavior and Human Performance · doi:10.1016/0030-5073(68)90004-4 · Cited by 2,409
Top management teams within multinational corporations: Effects of cultural heterogeneity
Elron, E. (1997) · The Leadership Quarterly · doi:10.1016/s1048-9843(97)90021-7 · Cited by 251
Cited by
Pearce, C. L., & Jr. Sims Henry, P. (2002) · Group Dynamics Theory Research and Practice · doi:10.1037//1089-2699.6.2.172 · Cited by 1,303
Self-citationThe evolution of the seven steps of selling
Moncrief, W. C., & Marshall, G. W. (2005) · Industrial Marketing Management · doi:10.1016/j.indmarman.2004.06.001 · Cited by 323
Mathieu, J. E., Kukenberger, M. R., D'Innocenzo, L., & Reilly, G. (2015) · Journal of Applied Psychology · doi:10.1037/a0038898 · Cited by 316
Mihalache, O. R., Jansen, J. J. P., Van den Bosch, F. A. J., & Volberda, H. W. (2014) · Strategic Entrepreneurship Journal · doi:10.1002/sej.1168 · Cited by 269
Salojärvi, H., Sainio, L.-M., & Tarkiainen, A. (2010) · Industrial Marketing Management · doi:10.1016/j.indmarman.2010.04.005 · Cited by 109
Metadata
- Authors
- Perry, M. L., Pearce, C. L., & Sims, H. P.
- Venue
- Journal of Personal Selling & Sales Management
- Publisher
- Informa UK Limited
- Published
- 1999-01
- Volume
- 19
- Issue
- 3
- Pages
- 35-51
- ISSN
- 0885-3134 (ISSN-L)
- 1557-7813
- OpenAlex
- W2297848260
- Cited by
- 182
- References
- 4
- FWCI
- 2.92
- Type
- journal article
- Language
- en
- Open access
- hybrid
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- Perry, M. L., Pearce, C. L., & Sims, H. P. (1999). Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes. Journal of Personal Selling & Sales Management. https://doi.org/10.1080/08853134.1999.10754180
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
