Do business customers perceive what salespeople believe? Perceptions of salesperson adoption of innovations
Author:
Affiliation:
1. Faculty of Business, Economics, and Management Information Systems University of Regensburg Regensburg Germany
2. Department of Sales & Marketing Ruhr‐University Bochum Bochum Germany
Publisher
Wiley
Subject
Management of Technology and Innovation,Strategy and Management
Link
https://onlinelibrary.wiley.com/doi/pdf/10.1111/jpim.12645
Reference114 articles.
1. It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success
2. Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions
3. Vertriebsmanagement
4. Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication
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