Personality matters : how adaptive selling skills mediate the effect of personality traits on salespeople's exploited cross-selling potential
Christian Homburg, Maximilian Knapp and Robin Wagner-Fabisch
| Year of publication: |
2024
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|---|---|
| Authors: | Homburg, Christian ; Knapp, Maximilian ; Wagner-Fabisch, Robin |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 44.2024, 3, p. 293-314
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| Subject: | adaptive selling | big five | cross-selling | personality | traits | Verkaufspersonal | Salespeople | Persönlichkeitspsychologie | Personality psychology | Persönlichkeitsmerkmal | Personality trait | Beziehungsmarketing | Relationship marketing | Verkauf | Selling | Qualifikation | Occupational qualification | Arbeitsleistung | Job performance |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2023.2289698 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10015192660