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Salesperson cooperation: the influence of relational, task, organizational, and personal factors

Salesperson cooperation: the influence of relational, task, organizational, and personal factors

Authors :
Yilmaz, Cengiz
Hunt, Shelby D.
Source :
Journal of the Academy of Marketing Science. Fall, 2001, Vol. 29 Issue 4, p335, 23 p.
Publication Year :
2001

Abstract

Research on effective sales management focuses on the dynamics of cooperation between sales personnel. A model of salesperson cooperation is presented that considers personal ethics, social connections, organizational commitment, and management behavior.

Details

ISSN :
00920703
Volume :
29
Issue :
4
Database :
Gale General OneFile
Journal :
Journal of the Academy of Marketing Science
Publication Type :
Academic Journal
Accession number :
edsgcl.83518012