Leveraging market share through selling skills: the mediating role of adaptive selling behaviour

Autor:	Ruba B. Dababneh, Dana Kakeesh, Ghazi A. Al-Weshah
Rok vydání:	2021
Předmět:	Sales representative business.industry Strategy and Management media_common.quotation_subject Empathy Business Business and International Management Market share Marketing media_common Pharmaceutical industry
Zdroj:	International Journal of Business Performance Management. 22:363
ISSN:	1741-5039 1368-4892
DOI:	10.1504/ijbpm.2021.10041312
Popis:	This study aims to examine the influence of a pharmaceutical sales representative's selling skills on market share, via the mediating role of adaptive selling behaviour (ASB). The approach of this ...
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_dedup___::3a342ee87f27d18887af9b415359aa62 https://doi.org/10.1504/ijbpm.2021.10041312 Zobrazit plný text záznamu