Review paper
A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions
Volume: 39, Issue: 4, Pages: 386 - 399
Published: Jun 19, 2019
Abstract
In the sales literature it is standard practice for researchers to collect cross-sectional data from multiple salespeople, and to compare those salespeople on the data obtained. This between-person approach is suitable for research aiming to draw conclusions between salespeople. However, many salesperson processes are dynamic and vary within salespeople over time, requiring datasets with repeated-measures. This article highlights the need to...
Paper Details
Title
A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions
Published Date
Jun 19, 2019
Volume
39
Issue
4
Pages
386 - 399
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