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A Social Learning Perspective on Sales Technology Usage : Preliminary Evidence from an Emerging Economy
Onyemah, Vincent; Swain, Scott D.; Hanna, Richard - 2012
Drawing on social learning theory, we examine how the perceived technological savvy of a salesperson’s manager, co-workers, and competitors impacts sales technology usage behavior. Data were drawn from a major retail bank in Nigeria, Africa. Analyses of data from relationship managers confirm...
Persistent link: https://www.econbiz.de/10014045897
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SALCUSTOR : a multi-dimensional scale for salesperson's customer orientation and implications for customer-oriented selling
Singh, Ramendra; Koshy, Abraham - 2010
Persistent link: https://www.econbiz.de/10003987563
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Understanding the incentives of commissions motivated agents : theory and evidence from the Indian life insurance market
Anagol, Santosh; Cole, Shawn; Sarkar, Shayak - 2012
Persistent link: https://www.econbiz.de/10009486076
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A Study of Identifying the Emotional Competence of Indian Salespeople
Vij, Sandeep - 2014
salespeople of India. A random sample of 480 salespeople (120 each from insurance, automobile, pharmaceutical and telecom … dimensionality of Emotional Competence (EC) skills of Indian salespeople. An effort has been made to identify the EC proficiencies of … National Capital Region of New Delhi. After scrutinizing the filled questionnaires, responses of 400 salespeople (100 each from …
Persistent link: https://www.econbiz.de/10013069268
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Sales Personnel Attrition Control and Retention – An Integrated Framework for Lifestyle Retailers in India (RSPR-LS)
H. R., Ganesha - 2020
A majority of organized brick-and-mortar lifestyle retailers in India believe that the cost of Sales Personnel (SP … indicate that the existing SACR model of select organized brick-and-mortar lifestyle retailers in India is irrational as it … from previous research works relevant for lifestyle retailing in India, we have experimented the RSPR-LS framework on one …
Persistent link: https://www.econbiz.de/10012824171
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Impact of core-self evaluation and job satisfaction on turnover intentions : a study of Indian retail sector
Chhabra, Bindu - In: Organizations and markets in emerging economies 9 (2018) 2, pp. 292-310
Attrition is the major problem in the Indian Retail Industry which experienced the attrition rate of 19.4% in FY 2016 according to KPMG Annual Compensation Trends Survey 2017-18. The focus of these organizations is to reduce turnover by focusing on the underlying factors leading to turnover...
Persistent link: https://www.econbiz.de/10012193729
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Interpersonal Skills for Sales Force Effectiveness -- A Survey on Indian Pharmaceutical Industry
Rajan, Sundara - 2015
the interpersonal skills in one industry where still the salespeople are considered as bread winners …
Persistent link: https://www.econbiz.de/10014137592
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Relationship between creativity, adaptive selling, and sales performance : the moderating role of job satisfaction
Banerjee, Bidisha; Bag, Sudin - In: Asian Academy of Management journal 27 (2022) 2, pp. 83-105
supervisor from diverse industries in India. Results reveal that there is a significant positive relationship between creativity …
Persistent link: https://www.econbiz.de/10014285243
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An Exploration of Salesperson Job Satisfaction in India Using P-E Fit Constructs
Mulky, Avinash - 2012
salespersons in India. These constructs have hitherto not been explored in emerging market contexts. A survey of pharmaceutical …
Persistent link: https://www.econbiz.de/10014167108
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Competing technologies in the database management systems market
Kretschmer, Tobias (contributor) - 2006
Persistent link: https://www.econbiz.de/10003356594