Construct · 1 fields · 1 citations

salesperson knowledge structures: a standalone construct

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

● anchor · a standalone construct Nearest construct by meaning·not indexed
salespersonknowledge structures1 CONSTRUCTSalesperson knowledgeSUJAN · PERSONAL SELLING AND

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Personal selling and sales management

the richness and distinctiveness of salespeople's mental categories of customer types, found to differ between more and less effective salespeople.

In personal selling and sales management, salesperson knowledge structures refers to the richness and distinctiveness of salespeople's mental categories of customer types, found to differ between more and less effective salespeople. This meaning comes from Sujan (1988) in Journal of Marketing Research.[1]

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Nearby constructs

knowledge6 fields · 12 citationsjingle · one name, six constructsrichness3 fields · 3 citationsjingle · one word, three constructs

References

  1. Sujan, H., Sujan, M., & Bettman, J. R. (1988). Knowledge Structure Differences between More Effective and Less Effective Salespeople. Journal of Marketing Research, 25(1), 81-86. https://doi.org/10.1177/002224378802500108

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