...Gowtham Chinnasamy; Barsha Ghosh Purpose Prior research suggests that the advertising–sales relationship exhibits diminishing returns beyond optimal thresholds. Integrating resource-based view and signaling theory, this study investigates whether advertising effectiveness recovers or continues...

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...Jamie P. Monat Purpose This paper seeks to develop a theory and a practical qualitative modeling tool that accurately predicts the probability that an industrial sales lead will convert to a booking based on observable lead characteristics and one that can be used by a typical sales manager...

... that is possible once attributions are organized in this manner. This information – born from the salespeople’s own introspections – ultimately becomes the basis for the sales trainer’s directives regarding success and failure. The specific focus of any sales training session can take a variety of forms, e.g...