| 000 -LEADER |
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| fixed length control field |
01998nam a22002297a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20250619134344.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
250619b ||||| |||| 00| 0 eng d |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Preferred name for the person |
Clark, W. Randy |
| Relator term |
author |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Sales management improves SME performance, but not without marketing planning / |
| Statement of responsibility, etc |
W. Randy Clark, Middle Tennessee State University, Scott C. Manley, Georgia College & State University, Joseph F. Hair, Jr., University of South Alabama, Ralph I. Williams, Middle Tennessee State University |
| 264 #4 - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
|---|
| Date of publication, distribution, etc |
2022 |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Database: Business Source Premier |
| 520 3# - SUMMARY, ETC. |
|---|
| Summary, etc |
The impact of marketing planning on SME (small and medium-sized enterprises) performance is established. However, little research has examined how marketing planning and sales management, together, influence SME performance. Our study addresses this literature gap: how do marketing planning and sales management interact to affect SME performance? We analyzed data from 135 small businesses. Marketing planning fully mediates the relationship between sales management and SME performance. This shows that without effective marketing planning, salesforce management alone will not likely enhance SME performance. Our findings imply that marketing planning is critical for SMEs to enhance performance when applying sales management. Marketing planning helps sales managers align their salesforce capabilities and efficiently manage their selling approach to improve business performance. [ABSTRACT FROM AUTHOR] |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Sales management. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Small business |
| General subdivision |
Management. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name as entry element |
Marketing |
| General subdivision |
Planning. |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Manley, Scott C |
| Relator term |
author |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Hair, Joseph F., |
| Titles and other words associated with a name |
Jr. |
| Relator term |
author |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Williams, Ralph I. |
| Relator term |
author |
| 773 0# - HOST ITEM ENTRY |
|---|
| Title |
Marketing Management Journal. |
| Relationship information |
vol. 34 , Issue 2 (Fall 2024), pages 1-15 |
| 856 ## - ELECTRONIC LOCATION AND ACCESS |
|---|
| Link text |
Full text is available at EBSCOHost. Click here to view. |
| Uniform Resource Identifier |
https://research.ebsco.com/linkprocessor/plink?id=16ca2166-020f-33f4-8d45-144839e26432 |
| 942 ## - ADDED ENTRY ELEMENTS |
|---|
| Source of classification or shelving scheme |
|
| Item type |
JOURNAL ARTICLE |