"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Leff Bonney; Christopher R. Plouffe; Jeremy Wolter
| 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 | Verkaufspersonal | Salespeople | Verkauf | Selling | Entscheidung | Decision |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10010404069