Role of Consensus in Sales Team Performance (Record no. 31739)

MARC details
000 -LEADER
fixed length control field 01464pab a2200205 454500
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 140923b0 xxu||||| |||| 00| 0 eng d
040 ## - CATALOGING SOURCE
Transcribing agency Welingkar Institute of Management Development & Research, Mumbai
Original cataloging agency Welingkar Institute of Management Development & Research, Mumbai
041 ## - LANGUAGE CODE
Language code of text/sound track or separate title ENG
082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number
Item number Ahe
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Ahearne Michael
245 ## - TITLE STATEMENT
Title Role of Consensus in Sales Team Performance
250 ## - EDITION STATEMENT
Edition statement 3
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc.
Name of publisher, distributor, etc. June 2010
Date of publication, distribution, etc. 0
300 ## - PHYSICAL DESCRIPTION
Extent 458-469 Pp.
490 ## - SERIES STATEMENT
Volume/sequential designation XLVII
520 ## - SUMMARY, ETC.
Summary, etc. Although team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, the authors propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team effectiveness. Using survey and archival data from a sample of 185 pharmaceutical sales teams, the authors find that high team consensus regarding team-level leadership empowerment behaviors (LEBs) and team interpersonal climate quality enhances team potency given high LEBs but weakens team potency given low LEBs. In turn, team potency translates into sales team performance through both extra-role (team helping behavior) and in-role (team effort) behavior. The authors discuss the implications of these findings.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name as entry element Team Selling, Pharmaceutical Selling
856 ## - ELECTRONIC LOCATION AND ACCESS
Uniform Resource Identifier <a href="http://192.168.6.13/libsuite/mm_files/Articles/AR11972.pdf">http://192.168.6.13/libsuite/mm_files/Articles/AR11972.pdf</a>
906 ## - LOCAL DATA ELEMENT F, LDF (RLIN)
a 40329
Holdings
Withdrawn status Lost status Damaged status Not for loan Home library Current library Date acquired Cost, normal purchase price Total Checkouts Full call number Barcode Date last seen Cost, replacement price Price effective from Koha item type
        Main Library Main Library 21/03/2011 0.00   Ahe AR11972 23/09/2014 0.00 23/09/2014 Articles

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