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Keywords: Sales performance output control
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Journal Articles
Salesforce output control and customer-oriented selling behaviours
Available to PurchaseFortune Edem Amenuvor, Richard Basilisco, Henry Boateng, Kwan Soo Shin, Dohyun Im, Kwasi Owusu-Antwi
Journal:
Marketing Intelligence & Planning
Marketing Intelligence & Planning (2022) 40 (3): 344–357.
Published: 18 February 2022
.... According to Rafiq and Ahmed (1998) , empowered boundary spanners (like salespeople) can respond to customer needs with greater agility because less time is wasted in referring customer issues to management. Adaptive selling Customer-directed problem solving Perceived job autonomy Sales performance...
