• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Journal of Business Research >Linking thinking styles to sales performance: The importance of creativity and subjective knowledge
【24h】

Linking thinking styles to sales performance: The importance of creativity and subjective knowledge

机译：将思维方式与销售业绩联系起来：创造力和主观知识的重要性

获取原文
获取原文并翻译 | 示例
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

This study examines the roles of thinking styles, role ambiguity, and knowledge in predicting salesperson creative selling behaviors. It also examines the importance of salesperson industry knowledge (i.e., an understanding of the industry's regulatory environment) and salesperson organizational knowledge (i.e., an understanding of customers' internal political environment) in the creative selling-sales performance relationship. Survey data come from 262 business-to-business benefits broker salespeople to test the conceptual model. The results of the structural equations modeling confirm that a judicial thinking style has a positive effect on creative selling and that role ambiguity and organizational knowledge are also important antecedents of creative selling. Importantly, the analysis confirms that industry and organizational knowledge moderate the creative selling-sales performance relationship. (C) 2016 Elsevier Inc. All rights reserved.
机译：本研究考察了思维方式，角色歧义和知识在预测销售人员创造性销售行为中的作用。它还检查了销售人员行业知识（即对行业法规环境的理解）和销售人员组织知识（即对客户内部政治环境的理解）在创造性的销售绩效关系中的重要性。调查数据来自262个企业对企业的收益经纪人销售人员，以测试概念模型。结构方程模型的结果证实，司法思维方式对创意销售具有积极作用，角色模糊性和组织知识也是创意销售的重要前提。重要的是，该分析证实，行业和组织知识可以缓和创意销售-销售绩效关系。 （C）2016 Elsevier Inc.保留所有权利。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号