attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer … for attitudes of salespeople. An extension of the 10-item SOCO score is developed through literature research in sales …. The extended score adds a dimension that tests whether professional salespeople consider the sales process as a service …

sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural … salespeople improve performance. Moreover, Guanxi does play some role in explaining sales performance of B2B salespeople. Based on … be presented. In the business-to-business (B2B) context, salespeople are the critical link between a company and its …

insightful findings. Results show that self-efficacious salespeople are upwardly biased, whereas customer-oriented salespeople … and inaccuracy are distinct and curvilinear. During later relationship phases, salespeople profit more from salesperson …