Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Essi Pöyry, Petri Parvinen and Richard G. McFarland
| Year of publication: |
June 2017
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| Authors: | Pöyry, Essi ; Parvinen, Petri ; McFarland, Richard G. |
| 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. 89-99
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| Subject: | lead generation | sales influence tactics | sequential persuasion | email marketing | telesales | direct marketing | direct sales | Direktmarketing | Direct marketing | Verkauf | Selling | Verkaufspersonal | Salespeople | Führungsstil | Leadership style | Konsumentenverhalten | Consumer behaviour | Online-Marketing | Internet marketing | Marketingmanagement | Marketing management |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2016.1275973 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011734615