The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach
Rocio Rodriguez, Nils M. Høgevold, Carmen Otero-Neira and Göran Svensson
| Year of publication: |
2023
|
|---|---|
| Authors: | Rodríguez, Rocío ; Høgevold, Nils M. ; Otero-Neira, Carmen ; Svensson, Göran |
| Subject: | Absolute | Adaptiveness | Interpersonal | Norway | Relative | Sales performance | Selling-related knowledge | Skill level | Norwegen | Verkaufspersonal | Salespeople | Qualifikation | Occupational qualification | B-to-B-Marketing | Business-to-business marketing | Verkauf | Selling | Arbeitsleistung | Job performance | 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: | 10.1108/JOCM-03-2022-0083 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10014280492