IIMA Institutional Repository
This Institutional Repository has been created to collect, preserve and distribute the scholarly output of Indian Institute of Management, Ahmedabad. This will work as an important tool to facilitate scholarly communication and preserve the institution knowledge. The Vikram Sarabhai Library is proud to be hosting the repository for the dissemination and preservation of this valuable knowledge resource of the IIMA community.
Please use this identifier to cite or link to this item:
http://hdl.handle.net/11718/10493Full metadata record
| DC Field | Value | Language |
|---|---|---|
| dc.contributor.author | Singh, Ramendra | |
| dc.contributor.author | Koshy, Abraham | |
| dc.date.accessioned | 2011-05-04T06:09:41Z | |
| dc.date.available | 2011-05-04T06:09:41Z | |
| dc.date.copyright | 2010-01-15 | |
| dc.date.issued | 2010-01-15T06:09:41Z | |
| dc.identifier.uri | http://hdl.handle.net/11718/10493 | |
| dc.description | Journal of Business and Industrial Marketing, 25, 7 (2010). | en |
| dc.description.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. | |
| dc.language.iso | en | en |
| dc.title | Determinants of B2B salesperson’s performance: a review and synthesis of literature | en |
| dc.type | Article | en |
| 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 |
Items in IIMA Institutional Repository are protected by copyright, with all rights reserved, unless otherwise indicated.