Please use this identifier to cite or link to this item: http://hdl.handle.net/11718/10493
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dc.contributor.authorSingh, Ramendra
dc.contributor.authorKoshy, Abraham
dc.date.accessioned2011-05-04T06:09:41Z
dc.date.available2011-05-04T06:09:41Z
dc.date.copyright2010-01-15
dc.date.issued2010-01-15T06:09:41Z
dc.identifier.urihttp://hdl.handle.net/11718/10493
dc.descriptionJournal of Business and Industrial Marketing, 25, 7 (2010).en
dc.description.abstractReview 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.isoenen
dc.titleDeterminants of B2B salesperson’s performance: a review and synthesis of literatureen
dc.typeArticleen
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