Examining the effect of salesperson service behavior in a competitive context

Article Abstract:

A set of behaviors called salesperson service behaviors are developed based on extensive interviews across professional selling fields. With data collected from 358 customers, the effect of these behaviors on customer satisfaction, trust and on an objective measure of customer share of market is empirically demonstrated. A competitive model featuring customer evaluations of competing sales representatives is also developed.

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Digitization of selling activity and sales force performance: An empirical investigation

Article Abstract:

The effects of digitization of selling activity on the effectiveness and job insecurity of salesperson are examined. Results reveal that digitization helps in improving salesperson effectiveness and also heightens job insecurity concerns.

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Marketing, market growth, and endogenous growth theory: an inquiry into the cause of market growth

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The impact of marketing activities on market growth is examined.

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