Salesperson regulatory knowledge and sales performance
Abstract
Salesperson knowledge is an important factor leading to sales performance. Extant literature, however, is silent on the impact of a specific sub-dimension of knowledge—namely, regulatory knowledge or a salesperson's understanding of his or her industry's regulatory environment. This study proposes that salesperson regulatory knowledge is positively associated with sales performance and that individual-level factors (i.e., self-efficacy and...
Paper Details
Title
Salesperson regulatory knowledge and sales performance
Published Date
Aug 1, 2018
Journal
Volume
89
Pages
37 - 46
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