"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Year of publication: |
2014
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Authors: | Bonney, Leff ; Plouffe, Christopher R. ; Wolter, Jeremy |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 43.2014, 5, p. 826-839
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Subject: | Sales | Performance | Resources | Decision-making | Competition | Außendienst | Field sales force | Verkaufspersonal | Salespeople | Entscheidung | Decision | USA | United States | Verkauf | Selling |
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