Global ETD Search
Search theses and dissertations gathered from participating repositories worldwide. Every result links back to the library that holds it. No account is needed.
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Showing 1 to 4 of 4 for “"sales research"”.
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Sales Incentives and Sales Performance: The Moderating Effect of Cultural Dimensions
… lead to competitive advantages. Companies use sales incentives to motivate their sales force and customers in an effort to optimize sales performance. Despite a growing interest in international sales research, few studies address the impact of culture on sales performance. This research will …
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Sales manager problem resolution styles:measure development and an examination of their salesperson-related consequences
Personal selling and sales management play a critical role in the short and long term success of the firm, and have thus received substantial academic interest since the 1970s. Sales research has examined the role of the sales manager in some depth, defining a number of key technical and …
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Stuck Like Glue: The Formation Of Product Attachments Among Salespeople
Determining why salespeople put forth more effort than others is of particular interest to sales researchers. Identifying factors that influence the intensity of effort is an important area of research. This research proposes that salesperson product attachment is a key factor in determining effort …
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Evaluating Trust based on Impression Formation in Business Encounters
… perceptions. Design / Methodology / Approach: A research framework has been elaborated based on the literature on social interactions and impression formation. The focus is on creating an innovative stimulus material, which marketing and sales experts validated in a pre-test, combining …