Browsing Department of Marketing by Author "Jaramillo, Fernando"
Now showing items 1-4 of 4
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Developing Structural Maps Of Sales Research Knowledge: Three Essays
Chen, Chien-Chung (Marketing, 2011-10-11)The overall goal of the dissertation is to analyze the accumulated knowledge and explore research gaps in empirical sales research. Therefore, applying a structural map derived from a comprehensive synthesis of empirical ... -
The Impact Of Salesperson Listening: A Multi-faceted Research Approach
Goad, Emily A. (Marketing, 2014-07-14)Relationships are based on communication between parties; an important aspect of communication that is necessary for building long-term relationships is listening (Ingram et al. 1992). In sales, researchers have posited ... -
Three Essays on the Role of Sales Strategy in Salesperson Performance
Inyang, Eddie (2017-04-05)The importance of the sales force to implementing organizational strategy has been widely acknowledged in both the academic and practitioner literature. With organizations spending over $800 billion a year on their sales ... -
WHO AM I? CUSTOMER IDENTIFICATION: A QUANTITATIVE SYNTHESIS
Itani, Omar S (2017-04-26)Customer identification defined as ‘customer’s perceived oneness with a company/brand’ is receiving increased attention in marketing. Despite the critical role customer identification plays, there is a lack of comprehensive ...