Antecedents and Performance Outcomes of Value-Based Selling in Sales Teams: A Multilevel, Systems Theory of Motivation Perspective

Mullins, R, Menguc, B orcid.org/0000-0002-4116-3047 and Panagopoulos, NG (2019) Antecedents and Performance Outcomes of Value-Based Selling in Sales Teams: A Multilevel, Systems Theory of Motivation Perspective. Journal of the Academy of Marketing Science. ISSN 0092-0703

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Copyright, Publisher and Additional Information: © Academy of Marketing Science 2019. This is an author produced version of a paper published in the Journal of the Academy of Marketing Science. Uploaded in accordance with the publisher's self-archiving policy.
Keywords: Value-based selling; Systems theory; Salesperson motivation; Sales teams; New product selling; Sales performance
Dates:
  • Accepted: 4 October 2019
  • Published (online): 8 November 2019
Institution: The University of Leeds
Academic Units: The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS)
Depositing User: Symplectic Publications
Date Deposited: 08 Oct 2019 12:40
Last Modified: 07 Jan 2020 15:19
Status: Published online
Publisher: Springer
Identification Number: https://doi.org/10.1007/s11747-019-00705-2

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