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Salespeople's influence on consumers' and business buyers' goals and wellbeing

Sujan, Harish - In: The Oxford handbook of strategic sales and sales management, (pp. 403-425). 2011

Persistent link: https://www.econbiz.de/10008991464

Salespeople’s Influence on Consumers’ and Business Buyers’ Goals and Wellbeing

Sujan, Harish - In: The Oxford handbook of strategic sales and sales management. 2011

Persistent link: https://www.econbiz.de/10012885341

Learning orientation, working smart, and effective selling

Sujan, Harish; Weitz, Barton A.; Kumar, Nirmalya - 1993

Persistent link: https://www.econbiz.de/10000877328

Preparing for the adoption of the new arrival

Castaño, Raquel; Sujan, Mita; Kacker, Manish; Sujan, Harish - In: GfK marketing intelligence review : Marketingforschung … (2009) 2, pp. 16-23

Persistent link: https://www.econbiz.de/10003902470

Good treats : eating out not just for joy but also for well-being

Sujan, Harish; Borrero, Silvio; Cranage, David - In: Innovations in services marketing and management : …, (pp. 118-135). 2014

Persistent link: https://www.econbiz.de/10010200725

The importance of starting right : the influence of accurate intuition on performance in salesperson-customer interactions

Hall, Zachary R.; Ahearne, Michael; Sujan, Harish - In: Journal of marketing 79 (2015) 3, pp. 91-109

Persistent link: https://www.econbiz.de/10011485865

Managing consumer uncertainty in the adoption of new products : temporal distance and mental simulation

Castaño, Raquel; Sujan, Mita; Kacker, Manish; Sujan, Harish - In: Journal of marketing research : JMR 45 (2008) 3, pp. 320-336

Persistent link: https://www.econbiz.de/10003724276

Knowledge, motivation, and adaptive behavior : a framework for improving selling effectiveness

Weitz, Barton A. - In: Journal of marketing 50 (1986) 4, pp. 174-191

Persistent link: https://www.econbiz.de/10001015992

The Importance of Starting Right : The Influence of Accurate Intuition on Performance in Salesperson-Customer Interactions

Hall, Zachary - 2015

Salespeople make two types of judgments about customers in face-to-face interactions: judgments that are more intuitive and those that are more deliberative. The authors evaluate the influence of accurate intuitive and deliberative judgments on the performance of salespeople. To evaluate this...

Persistent link: https://www.econbiz.de/10013025444

Working smart and hard : the effects of learning and performance orientations on salesperson motivation

Sujan, Harish; Weitz, Barton A.; Kumar, Nirmalya - 1992

Persistent link: https://www.econbiz.de/10004138244