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Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

Høgevold, Nils M.; Rodríguez, Rocío; Otero-Neira, Carmen - In: Benchmarking : an international journal 31 (2024) 3, pp. 884-902

Persistent link: https://www.econbiz.de/10015397295

Salespeople's sales performance skills in B2B of services firms : a cross-industrial study

Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: European business review 36 (2024) 2, pp. 201-224

Persistent link: https://www.econbiz.de/10014513321

The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach

Rodríguez, Rocío; Høgevold, Nils M.; Otero-Neira, Carmen - In: Journal of organizational change management 36 (2023) 1, pp. 64-85

Persistent link: https://www.econbiz.de/10014280492

Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

Høgevold, Nils M.; Rodríguez, Rocio; Otero-Neira, Carmen - In: Benchmarking: An International Journal 31 (2023) 3, pp. 884-902

Purpose The purpose of the study was to benchmark meta-analytical conceptualizations of business-to-business (B2B) seller skills against empirical evidence in services firms. Design/methodology/approach The study is based on a deductive approach and questionnaire survey focusing on a range of...

Persistent link: https://www.econbiz.de/10015341575