Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations

This research addresses three questions: (1) How do salespeople get their desired product modifications implemented within organizations? (2) What effect does salesperson trustworthiness have on the means they adopt to get product modifications implemented? and (3) What are the performance outcomes...

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Veröffentlicht in:	Journal of marketing 2010-01, Vol.74 (1), p.94-107
1. Verfasser:	Joshi, Ashwin W.
Format:	Artikel
Sprache:	eng
Schlagworte:	Applied psychology Assertiveness Influence Ingratiation Manufacturers Marketing Product development Product management Rationality Sales management Sales personnel Salespeople Securities and Exchange Commission regulation Studies Tests of compliance Trust
Online-Zugang:	Volltext
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