Elaboration on potential outcomes (EPO) and the consultative salesperson : investigating effects on attributions and performance
Christopher Plouffe, Frederik Beuk, John Hulland and Gergana Y. Nenkov
| Year of publication: |
June 2017
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|---|---|
| Authors: | Plouffe, Christopher ; Beuk, Frederik ; Hulland, John ; Nenkow, Gergana Y. |
| Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 37.2017, 2, p. 113-133
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| Subject: | elaboration on potential outcomes (EPO) | attribution theory | sales | salespeople | sales performance | Verkaufspersonal | Salespeople | Arbeitsleistung | Job performance | Performance-Messung | Performance measurement | Verkauf | Selling | Unternehmenserfolg | Firm performance |