Track 3: Salesperson Effectiveness

The Dynamic Effect of Price Discrimination in Business Markets

Hernan Bruno, Yanwei (Wayne) Zhang, and Shantanu Dutta

Two-Sided Appeals in Personal Selling: When do They Work?

Jan Wieseke, Sascha Alavi, and Johannes Habel

Helping Colleagues in the Sales Unit with the Sale of Products

Michel van der Borgh, Ad de Jong, and Ed Nijssen

Conceptualizing and Testing “Trusted Advisor Relationship” and Its Implications

Stephanie Mangus, Eli Jones, Judith Anne Garretson Folse, and William C. Black

A PDF version of this session’s PowerPoint deck is available here.

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