Jeder Marktprozess ist primär durch den Austausch zwischen Anbieter und Nachfrager gekennzeichnet. Zur Durchführung dieses Austauschprozesses bedarf es einer Schnittstelle zwischen anbietendem Unternehmen und Kunden, nämlich des persönlichen Verkaufs. Angesichts der Relevanz des...

Building on Job Demands-Resources (JD-R) theory, a comprehensive model of the determinants of salesperson new product selling outcomes is proposed. Existing empirical support for the proposed model is then assessed through a detailed review of published empirical studies. The results of this...

A manufacturer’s success in the marketplace is contingent in part on its ability to energize its downstream channel members in support of its brands. Gaining the focused effort of the reseller’s sales personnel is particularly important, and this has become increasingly challenging as...