Impact of Sales Call Adaptiveness and Customer Willingness on Sales Call Length: A Cross-Country Study of India, China, Korea, and Philippines
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...
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| Main Authors: | , , , , |
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| Format: | text |
| Published: |
Archīum Ateneo
2016
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| Subjects: | |
| 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 |
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| Institution: | Ateneo De Manila University |