Construct · 1 fields · 1 citations

salesperson attributions for sales calls: a standalone construct

One name. One construct. A landmark on the map.

● anchor · a standalone construct Nearest construct by meaning·not indexed
salesperson attributionsfor sales calls1 CONSTRUCTSalesperson attributionsDIXON · PERSONAL SELLING AND

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Personal selling and sales management

salespeople's explanations for why sales calls succeed or fail, such as ability, effort, strategy or the customer, which shape their intended future behaviors.

In personal selling and sales management, salesperson attributions for sales calls refers to salespeople's explanations for why sales calls succeed or fail, such as ability, effort, strategy or the customer, which shape their intended future behaviors. This meaning comes from Dixon (2001) in Journal of Marketing.[1]

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Nearby constructs

effort2 fields · 2 citationsjingle · one word, two constructsfuture3 fields · 6 citationsjingle · one word, three constructsstrategy4 fields · 4 citationsjingle · one word, four constructs

References

  1. Dixon, A. L., Spiro, R. L., & Jamil, M. (2001). Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions. Journal of Marketing, 65(3), 64-78. https://doi.org/10.1509/jmkg.65.3.64.18333

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