Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance
Steven W. Rayburn, Vishag Badrinarayanan, Sidney T. Anderson, Aditya Gupta
| Year of publication: |
2021
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|---|---|
| Authors: | Rayburn, Steven W. ; Badrinarayanan, Vishag ; Anderson, Sidney T. ; Gupta, Aditya |
| Published in: |
Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 133.2021, p. 66-78
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| Subject: | Sales effort | Sales performance | Sales technology | Sales-efficacy | Techno-efficacy | Techno-training | Verkaufspersonal | Salespeople | Verkauf | Selling | B-to-B-Marketing | Business-to-business marketing | Arbeitsleistung | Job performance | Leistungsmotivation | Work motivation | Absatz | Sales | Außendienst | Field sales force | Erfolgsfaktor | Success factor | Vertrieb | Physical distribution | Verkaufsförderung | Sales promotion | Performance-Messung | Performance measurement | Lieferantenmanagement | Supplier relationship management |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2021.04.066 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012590168