Determinants of B2B salesperson’s performance: a review and synthesis of literature
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.
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