Expanding the sales professional's role: A strategic re-orientation?

Based in social exchange theory, this study empirically examines a model of salesperson participation in strategic communication activities. Results show that performance of sales professionals often stems from roles and activities that extend beyond the traditional selling function. Findings indica...

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Veröffentlicht in:	Industrial marketing management 2009-10, Vol.38 (7), p.806-813
Hauptverfasser:	Flaherty, Karen E., Pappas, James M.
Format:	Artikel
Sprache:	eng
Schlagworte:	Commercial workers Customer orientation Customer service Interpersonal communication Managers Occupational roles Sales Salespeople Selling strategy Social exchange Social exchange theory Strategic behaviour Strategic influence Studies Trust
Online-Zugang:	Volltext
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