search query: @author Román, S. / total: 7
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| Author: | Roman, S. Ruiz, S. Munuera, J.L. |
| Title: | The influence of the compensation system and personal variables on a salesperson's effective listening behaviour |
| Journal: | Journal of Marketing Management
2005 : FEB, VOL 21:1-2, p. 205-230 |
| Index terms: | Marketing Motivation Employees Salespeople Models |
| Language: | eng |
| Abstract: | Effective listening is crucial for salespeople (henceforth as: s-p.) to succeed in today's personal selling environment. This study proposes a model explaining the effective listening behaviour of s-p. in terms of their method of compensation, ability to use customer knowledge, intrinsic motivation, education, experience, and gender. The findings suggest that the above factors, with the exception of experience, are significant determinants of effective listening in the sales environment. |
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