Salesperson improvisation: antecedents, performance outcomes, and boundary conditions

Premised on the idea that not all salesperson behaviors can be pre-scripted and that, increasingly, salespersons must find ways to respond to unexpected but urgent market conditions, this study theorizes the drivers, outcomes and boundary conditions of salesperson improvisation. Using primary data f...

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Bibliographic Details
Main Authors: Abena Yeboah-Banin, Nathaniel Boso, Magnus Hultman, Anne Souchon, Paul Hughes, Ekaterina Nemkova
Format: Default Article
Published: 2016
Subjects:
Other commerce, management, tourism and services not elsewhere classified
Industrial selling
Salesperson improvisation
Sales performance
Resource availability
Customer demandingness
Business and Management not elsewhere classified
Online Access:https://hdl.handle.net/2134/21787
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