Search Results - person:"Canales, Pedro"

How does the online service level influence consumers' purchase intentions before a transaction? A formative approach

Küster, Inés; Vila, Natalia; Canales, Pedro - In: European Journal of Management and Business Economics … 25 (2016) 3, pp. 111-120

The present paper tries to study the impact of online services level in contexts where transactions have not been done yet, through the adoption of a formative approach. In this scene, the present research considers two main dimensions of online services (pre-purchase services and...

Persistent link: https://www.econbiz.de/10011946116

How does the online service level influence consumers' purchase intentions before a transaction? : a formative approach

Küster, Inés; Vila, Natalia; Canales, Pedro - In: European journal of management and business economics : … 25 (2016) 3, pp. 111-120

Persistent link: https://www.econbiz.de/10011821856

Product placement in video games : image transference among emotions

Küster, Inés; Vila, Natalia; Hernández, Asunción; … - In: Engaging consumers through branded entertainment and …, (pp. 127-148). 2015

Persistent link: https://www.econbiz.de/10011389592

Compensation and control sales policies, and sales performance : the field sales manager's points of view

Küster, Inés; Canales, Pedro - In: The journal of business & industrial marketing 26 (2011) 4, pp. 273-285

Persistent link: https://www.econbiz.de/10009010557

Compensation and control sales policies, and sales performance: the field sales manager's points of view

Küster, Inés; Canales, Pedro - In: Journal of Business & Industrial Marketing 26 (2011) 4, pp. 273-285

Purpose – The purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and the effects of both on individual performance and sales organization effectiveness. Previous research has...

Persistent link: https://www.econbiz.de/10014843069

Compensation and control sales policies, and sales performance: the field sales manager's points of view

Küster, Inés; Canales, Pedro - In: The journal of business & industrial marketing 26 (2011) 4, pp. 273-286

Persistent link: https://www.econbiz.de/10008928120

Some determinants of salesforce effectiveness

Küster, Inés; Canales, Pedro - In: Team Performance Management: An International Journal 14 (2008) 7/8, pp. 296-326

Purpose – This paper aims to find out what characterises salespeople in the most effective salesforce in Spain. Design/methodology/approach – An empirical analysis has been done with 108 field sales managers from different sectors of activity to determine the conditions of the salesperson's...

Persistent link: https://www.econbiz.de/10015031233