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| Author: | Russ, F. McNeilly, K. |
| Title: | Critical sales events and salesforce attitudes |
| Journal: | Marketing Letters
1994 : JUL, VOL. 5:3, p. 235-244 |
| Index terms: | MARKETING ORGANIZATIONAL COMMITMENT ECONOMICS |
| Language: | eng |
| Abstract: | A new family of explanatory variables - critical sales events (CSEs) - is described. The impact of CSEs and past performance on the satisfaction and loyalty of industrial sales reps is explored. Controlling for sales experience and gender, performance, and two types of recent events were generally significantly linked to salesforce satisfaction and to loyalty. The results suggest the value of understanding the effect of critical sales events for both sales management theory and practice. |
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