Elaboration on potential outcomes (EPO) and the consultative salesperson : investigating effects on attributions and performance
Year of publication: |
June 2017
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Authors: | Plouffe, Christopher ; Beuk, Frederik ; Hulland, John ; Nenkow, Gergana Y. |
Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 37.2017, 2, p. 113-133
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Subject: | elaboration on potential outcomes (EPO) | attribution theory | sales | salespeople | sales performance | Verkaufspersonal | Salespeople | Performance-Messung | Performance measurement | Unternehmensberatung | Consultancy services | Unternehmenserfolg | Firm performance | Verkauf | Selling |
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