Быстрый успех: как атрибуция успешных продаж формирует концепцию поведения неопытных торговых представителей
Диксон А., Форбс Л., Шерцер С.


Неопытным торговым представителям успех позволяет выработать основы стратегии их деятельности. Изучение анализа финансовых услуг торговых представителей дает возможность сформулировать интерпретацию и концепцию поведения неопытных продавцов после заключения успешной торговой сделки. В работе обсуждаются значение этого успеха для менеджеров и варианты будущих исследований.


Теоретические предпосылки и гипотезы;
Эксперты против новичков;
Теория атрибуции;
Методология. Методы отбора участников и их опроса;
Шкалы измерения;
Тестирование гипотезы;
Обсуждение. Рекомендации для менеджеров;
Атрибуции способностей, стратегии и усилий;
Значение данного исследования;
Ограничения и дополнения;

Ключевые слова: торговые представители, теория атрибуции, торговая сделка
Журнал: «Управление продажами» — №6, 2007 (© Издательский дом Гребенников)
Объем в страницах: 16.
Кол-во знаков: около 37,079.

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Диксон Андрэа Л.
доктор наук

Университет Индианы, адъюнкт-профессор маркетинга.

Форбс Люкас П.
доктор наук

Университет Кентукки, адъюнкт-профессор маркетинга.

Шерцер Сьюзан М. Б.
кандидат наук

Университет Синсиннати.