• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>Journal of Business Research >The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment
【24h】

The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment

机译：信任对服务环境中客户联系人员的战略行为和销售绩效的影响

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

The involvement of customer contact personnel in the strategy process is a largely unexplored area in both marketing and strategic management. Based on social exchange theory, and in particular, the notion of trust within this context, we examine the nature and extent of strategy participation exhibited by customer contact personnel. Exploring dyadic relationships we found that the extent to which contact personnel trust their supervisors positively influence their willingness to participate in strategic activities. Furthermore, we found that communication and information sharing moderate the relationship between trust and strategic activities. Thus, the more contact personnel are involved in the strategic process, the more likely supervisors are to rate the contact person's selling performance as high.
机译：客户联系人员参与战略过程在市场营销和战略管理中都是一个未开发的领域。基于社会交流理论，尤其是在此背景下的信任概念，我们研究了客户联系人员所展示的策略参与的性质和程度。在探索二元关系时，我们发现联系人员对主管的信任程度对他们参加战略活动的意愿产生积极影响。此外，我们发现交流和信息共享可缓和信任与战略活动之间的关系。因此，联络人员参与战略过程的次数越多，主管就越可能将联络人的销售业绩评价为高。

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