Please use this identifier to cite or link to this item: http://hdl.handle.net/11718/10493
Title: Determinants of B2B salesperson’s performance: a review and synthesis of literature
Authors: Singh, Ramendra
Koshy, Abraham
Issue Date: 15-Jan-2010
Abstract: Review articles on B2B salespersons’ performance in the recent past have been limited. This paper seeks to provide a review, focusing on the conceptualizations of the salespersons’ performance construct, and its determinants, in a B2B context. A synthesis of the relevant predictors is presented, and new customer-centric measures of performance in industrial selling are also proposed.
Description: Journal of Business and Industrial Marketing, 25, 7 (2010).
URI: http://hdl.handle.net/11718/10493
Appears in Collections:Journal Articles

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