Why are Some Salespeople Better at Adapting to Organizational Change

By Michael Ahearne, Son K. Lam, John E. Mathieu, Willy Bolander. 2010

130 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/8e4a54942f773b924621eb69cd7d4d0add94a52a

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Citations in the corpus

• Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance (2018, background): “For example, too much emphasis on short-term competitions (i.e., employee of the month) may promote the use of performance-oriented tactics to the detriment of longterm performance (Ahearne et al. 2010).”