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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 |
Files in This Item:
| File | Description | Size | Format | |
|---|---|---|---|---|
| DeterminantsofB2B.pdf Restricted Access | 237.04 kB | Adobe PDF | View/Open Request a copy |
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