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Keywords: Technical knowledge
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Journal Articles
Journal:
European Journal of Marketing
European Journal of Marketing (2021) 55 (4): 1227–1257.
Published: 23 November 2020
... is positively related to adaptive selling and sales performance. In addition, counter intuitive findings were uncovered related to salesperson’s technical knowledge. Those with high technical knowledge exhibited weaker relationship between self-efficacy and behavioral self-leadership, behavioral self-leadership...
