Organisational and environmental indicators of B2B sales performance

Volume: 40, Issue: 1, Pages: 33 - 56
Published: Aug 31, 2021
Abstract
Purpose The purpose of the study is to confirm a conceptualised framework regarding organizational and environmental indicators of sales performance on sellers in a business-to-business environment. The study is based on the meta-analyses of sales performance by Churchill et al. (1985) and Verbeke et al. (2011). Design/methodology/approach A research instrument was used to establish whether three categories that were positioned into a framework...
Paper Details
Title
Organisational and environmental indicators of B2B sales performance
Published Date
Aug 31, 2021
Volume
40
Issue
1
Pages
33 - 56
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