Relational communication traits and their effect on adaptiveness and sales performance
Article Abstract:
Two relational communication traits, communication apprehension and interaction involvement, are investigated within an adaptive selling framework to assess their impact on salesperson adaptiveness and sales performance. Using a sample of 239 insurance salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved in communication interactions, and higher involvement facilitates increased adaptiveness and sales performance. This research highlights the importance of effective communication with sales interactions and offers suggestions to improve salesperson communication skill. (Reprinted by permission of the publisher.)
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 1998
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Interorganizational teams as boundary spanners between supplier and customer companies
Article Abstract:
Formation of interorganizational teams, for increasing operational efficiency of employees involved in product development, marketing, and sales is described.
Publication Name: Journal of the Academy of Marketing Science
Subject: Business
ISSN: 0092-0703
Year: 2006
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