search query: @author Sharma, A. / total: 24
reference: 21 / 24
| Author: | Sharma, A. Lambert, D. M. |
| Title: | How accurate are salespersons' perceptions of their customers? (Arbeitsverhalten; Kunden) |
| Journal: | Industrial Marketing Management
1994 : OCT, VOL. 23:4, p. 357-365 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG, WERBEPSYCHOLOGIE |
| Language: | eng |
| Abstract: | The accuracy of salespersons' perceptions of their customers can have a significant effect on coporate profitability. An earlier study by the authors reported on the mean level of error of salespeople in predicating their customer's perceptions. This article extends the research and examines two related issues. First, are salespeople equally inaccuarte across industries? Second, are sales managers and customer contact personnel more accurate than salespeople? |
SCIMA