Zobrazeno 1 - 10
of 12
pro vyhledávání: '"Zachary R. Hall"'
Publikováno v:
Journal of Marketing Research. 57:1076-1094
Negotiations today are less likely to be characterized by information asymmetry—the notion that buyers are less informed than sellers—due to the amount of information available to buyers. A number of industries have reacted to this change by shif
Publikováno v:
Journal of Service Research. 23:33-52
While many firms are increasing salespeople’s service expectations alongside selling responsibilities, evidence suggests this strategy is difficult to implement. Yet research addressing this challenge for dual-role sales forces is limited. Utilizin
Autor:
Nick Lee, Zachary R. Hall
Publikováno v:
Journal of Personal Selling & Sales Management. 39:201-206
In this editorial, we introduce the special issue on measurement in selling and sales management research. We discuss a number of interesting developments in recent measurement theory of im...
Publikováno v:
Journal of Marketing Research. 55:254-264
This research draws from the psychodynamic perspective of social identity theory to examine the causal effect of mergers and acquisitions involving a mismatch of external images on the sales force. Study 1, a natural longitudinal experiment, shows th
Autor:
Zachary R. Hall, Bruno Lussier
Publikováno v:
Industrial Marketing Management. 69:209-220
A wealth of research indicates that cooperation is vital to the outcomes of relationships, particularly in B2B selling. Drawing from social exchange theory and research on social perception, we explore cooperation in B2B relationships from a dyadic p
Generating and sharing of market intelligence in sales teams: an economic social network perspective
Publikováno v:
Journal of Personal Selling & Sales Management. 37:298-312
In this research, we take a multimethod approach to shed light on the potential costs to sales teams that generate and share market intelligence (MI). First, we introduce an analytical model to propose the respective levels of effort that sales manag
Publikováno v:
SSRN Electronic Journal.
Advances in technology have revolutionized consumer buying behavior. The internet has provided customers with a cheap source of information that can help them make informed buying decisions. However, many salespeople are still relying on the classic
Publikováno v:
Journal of Marketing. 79:91-109
Salespeople make two types of judgments about customers in face-to-face interactions: those that are more intuitive and those that are more deliberative. The authors evaluate the influence of accurate intuitive and deliberative judgments on the perfo
Publikováno v:
Journal of Marketing. 78:38-58
Firms often utilize salesperson intelligence in marketing strategies to improve sales performance. However, this approach is problematic if the information is based on inaccurate perceptions. In light of this, the authors introduce a theoretical mode
Publikováno v:
Creating Marketing Magic and Innovative Future Marketing Trends ISBN: 9783319455952
Approximately one in every nine jobs in the United States involves selling. As a result, significant research has focused on identifying determinants of salesperson performance ranging from adaptive selling, customer orientation, emotional intelligen
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::4aad5946d80fc4ab4335fb205317673a
https://doi.org/10.1007/978-3-319-45596-9_164
https://doi.org/10.1007/978-3-319-45596-9_164