Please use this identifier to cite or link to this item:
https://ir.iimcal.ac.in:8443/jspui/handle/123456789/398
Full metadata record
DC Field | Value | Language |
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dc.contributor.author | Singh, Ramendra | |
dc.date.accessioned | 2017-05-16T06:54:37Z | |
dc.date.accessioned | 2021-08-26T03:56:21Z | - |
dc.date.available | 2017-05-16T06:54:37Z | |
dc.date.available | 2021-08-26T03:56:21Z | - |
dc.date.issued | 2011-04-01 | |
dc.identifier.uri | https://ir.iimcal.ac.in:8443/jspui/handle/123456789/398 | - |
dc.description.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. | en_US |
dc.language.iso | en_US | en_US |
dc.publisher | INDIAN INSTITUTE OF MANAGEMENT CALCUTTA | en_US |
dc.relation.ispartofseries | WORKING PAPER SERIES;WPS No. 672/ April 2011 | |
dc.title | Sales call length, call frequency, and its impact on salesperson’s performance and customer relationship quality: Few research propositions | en_US |
dc.type | Working Paper | en_US |
Appears in Collections: | 2011 |
Files in This Item:
File | Description | Size | Format | |
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wps20672.pdf | 153.6 kB | Adobe PDF | View/Open |
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