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|Title:||Sales call length, call frequency, and its impact on salesperson’s performance and customer relationship quality: Few research propositions|
|Publisher:||INDIAN INSTITUTE OF MANAGEMENT CALCUTTA|
|Series/Report no.:||WORKING PAPER SERIES;WPS No. 672/ April 2011|
|Abstract:||This paper introduces the construct of sales call length and extends the extant theoretical understanding of sales effort allocation to shed light on how (1) sales call length and sales call frequency impact salespersons’ performance, and, (2) call frequency, and sales call length impact relationship quality.|
|Appears in Collections:||2011|
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