| 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 |
