Browsing Department of Marketing by Author "Jaramillo, Fernando"

Now showing items 1-4 of 4

    • Developing Structural Maps Of Sales Research Knowledge: Three Essays 

      Chen, Chien-Chung (Marketing, 2011-10-11)
      The overall goal of the dissertation is to analyze the accumulated knowledge and explore research gaps in empirical sales research. Therefore, applying a structural map derived from a comprehensive synthesis of empirical ...

    • The Impact Of Salesperson Listening: A Multi-faceted Research Approach 

      Goad, Emily A. (Marketing, 2014-07-14)
      Relationships are based on communication between parties; an important aspect of communication that is necessary for building long-term relationships is listening (Ingram et al. 1992). In sales, researchers have posited ...

    • Three Essays on the Role of Sales Strategy in Salesperson Performance 

      Inyang, Eddie (2017-04-05)
      The importance of the sales force to implementing organizational strategy has been widely acknowledged in both the academic and practitioner literature. With organizations spending over $800 billion a year on their sales ...

    • WHO AM I? CUSTOMER IDENTIFICATION: A QUANTITATIVE SYNTHESIS 

      Itani, Omar S (2017-04-26)
      Customer identification defined as ‘customer’s perceived oneness with a company/brand’ is receiving increased attention in marketing. Despite the critical role customer identification plays, there is a lack of comprehensive ...