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    • Impression Management Tactics and Performance Ratings: A Moderated-Mediation Framework 

      Bande Videla, Belén; Fernández-Ferrín, Pilar; Otero-Neira, Carmen; Varela-Aldás, José (Journal of Business to Business Marketing, 2017)
      Purpose: The objective of this study is to contribute to the sales management literature by analyzing whether self-monitoring dimensions (the ability to adjust the presentation of one's self and the sensitivity to the ...

    • The changing role of the salesperson: how should salespeople act today? 

      Castro-González, Sandra; Bande Videla, Belén (Development and Learning in Organizations, 04/11/2019)
      Purpose: The purpose of this paper is to highlight the nature and the organizational role of salespeople and, in particular, underscore the change in salespeople’s management in the current business context. Design/metho ...