haku: @author Micheal, K. / yhteensä: 2
viite: 2 / 2
« edellinen | seuraava »
| Tekijä: | Atuahene-Gima, K. Micheal, K. |
| Otsikko: | A contingency analysis of the impact of salesperson's effort on satisfaction and performance in selling new products |
| Lehti: | European Journal of Marketing
1998 : VOL. 32: 9-10, p. 904-921 |
| Asiasana: | Companies Performance appraisal Internal marketing Products Salespeople Management |
| Vapaa asiasana: | Marketing communication |
| Kieli: | eng |
| Tiivistelmä: | To ensure diffusion of new products among buyers' firms need to ensure their acceptance by the salesforce. Few studies have, however, examined the satisfaction and performance of the salesforce in new product selling. In the article the results of an empirical study of the effect of salesperson's effort in new product selling on satisfaction and performance are reported. The results suggest that effort leads to greater satisfaction and performance. However, the strength of the relationship with respect to satisfaction is decreased by perceived self advantage in selling the new product and salesperson's experience, but enhanced by customer role ambiguity and competitive intensity. With respect to performance, the findings indicate that the positive effects of effort are buffered by intensity of market competition and salesperson's experience. |
« edellinen | seuraava »
SCIMA