Hunting for new customers: Assessing the drivers of effective salesperson prospecting and conversion
Author:
Publisher
Elsevier BV
Subject
Marketing
Reference62 articles.
1. Multiple regression: Testing and interpreting interactions;Aiken,1991
2. To empower or not to empower your sales force? An empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performance;Ahearne;The Journal of Applied Psychology,2005
3. Residual effects of past on later behavior: Habituation and reasoned action perspectives;Ajzen;Personality and Social Psychology Review,2002
4. Salesforce compensation plans: An agency theoretic perspective;Basu;Marketing Science,1985
5. Unlocking sales-force potential in the semiconductor industry;Batra,2012
Cited by 6 articles. 订阅此论文施引文献 订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献
1. Artificial Intelligence in Costumer Acquisition;Advances in Marketing, Customer Relationship Management, and E-Services;2024-06-28
2. Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?;Journal of Personal Selling & Sales Management;2024-04-17
3. The early-tenure salesperson: sales effort and sales growth during the ramp-up period;Journal of Personal Selling & Sales Management;2024-03-12
4. Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange;Journal of Personal Selling & Sales Management;2024-02-16
5. Sales team value co-creation in turbulent markets: the role of team learning and agility;Journal of Marketing Theory and Practice;2023-09-18
1.学者识别学者识别
2.学术分析学术分析
3.人才评估人才评估
"同舟云学术"是以全球学者为主线，采集、加工和组织学术论文而形成的新型学术文献查询和分析系统，可以对全球学者进行文献检索和人才价值评估。用户可以通过关注某些学科领域的顶尖人物而持续追踪该领域的学科进展和研究前沿。经过近期的数据扩容，当前同舟云学术共收录了国内外主流学术期刊6万余种，收集的期刊论文及会议论文总量共计约1.5亿篇，并以每天添加12000余篇中外论文的速度递增。我们也可以为用户提供个性化、定制化的学者数据。欢迎来电咨询！咨询电话：010-8811{复制后删除}0370
www.globalauthorid.com
TOP
Copyright © 2019-2024 北京同舟云网络信息技术有限公司 京公网安备11010802033243号 京ICP备18003416号-3