Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines

• Main Authors: Sy-Changco, Joseph A, Singh, Ramendra, Gregorio, Rizalito L, Lu, Pierre-Xiao, Shin, Geon-Cheol
• Format: text
• Published: Archīum Ateneo 2016
• Subjects: Customer; customer willingness; emerging markets; salesperson adaptiveness; sales call length; Strategic Management Policy
• Online Access: https://archium.ateneo.edu/gsb-pubs/29; https://www.tandfonline.com/doi/full/10.1080/08911762.2016.1171940?casa_token=WHcvozpxHGAAAAAA%3ArLw8YBnQuGIdaP7L-pj-pXfbJY21bl-gQ7ncgBGFgiOSL5CEY8P6j6Wzj2Lt8VfUyirSZzd8H5vFtA
• Institution: Ateneo De Manila University

In this empirical study across four countries (India, China, Korea, and Philippines), we examine the impact of sales call adaptiveness and customer willingness on sales call length (duration) of salespersons in these four countries. Sales call length as well as sales call quality—although important...