The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach

Purpose The purpose of the study is to address the gap in understanding how the brand influences sales outcomes by focusing one’s attention on the salesperson perceptions of the brand and the salesperson brand selling confidence. Design/methodology/approach The study uses a cross-section survey of p...

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Veröffentlicht in:	The Journal of business & industrial marketing 2018-04, Vol.33 (3), p.277-290
Hauptverfasser:	Gammoh, Bashar S, Mallin, Michael L, Pullins, Ellen Bolman, Johnson, Catherine M
Format:	Artikel
Sprache:	eng
Schlagworte:	Brand identification Brand image Confidence Empowerment Influence Job satisfaction Marketing Researchers Sales management Salespeople Self-efficacy Social identity Studies
Online-Zugang:	Volltext
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