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| Author: | Hultnik, E.J. Atuahene-Gima, K. |
| Title: | The effect of sales force adoption on new product selling performance |
| Journal: | Journal of Product Innovation Management
2000 : NOV, VOL. 17:6, p. 435-450 |
| Index terms: | NEW PRODUCTS PERFORMANCE APPRAISAL SALESPEOPLE |
| Language: | eng |
| Abstract: | The present article presents empirical evidence on the impact of sales force adoption on selling performance. The authors defined sales force adoption as the combination of the degree to which salespeople accept and internalize the goals of the new product (i.e. commitment) and the extent to which they work hard to achieve those goals (i.e. effort). The results show that sales force adoption is positively related to selling performance. |
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