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Keywords: Salesperson performance
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Journal Articles
Journal:
Marketing Intelligence & Planning
Marketing Intelligence & Planning (2018) 36 (1): 79–92.
Published: 08 December 2017
...Basant Purohit Purpose The purpose of this paper is to examine the impact of perceived overqualification (POQ) on salesperson performance. Design/methodology/approach In total, 120 usable samples were collected from surveying sales representatives and their sales supervisors from 48 different...
Journal Articles
Journal:
Marketing Intelligence & Planning
Marketing Intelligence & Planning (2017) 35 (6): 724–739.
Published: 01 September 2017
... and brand knowledge (CPBK) and optimism impact salesperson performance. Design/methodology/approach Hypotheses are tested on survey data from 185 car salespeople in Southeast USA. Findings Results document support for the main effects of PBK, CPBK, and their joint effects. Furthermore, under high...
