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dc.contributor.authorArditto Díaz, Luis Eduardo
dc.contributor.authorCambra Fierro, Jesús
dc.contributor.authorFuentes Blasco, María
dc.contributor.authorOlavarría Jaraba, Ana
dc.contributor.authorVázquez Carrasco, Rosario
dc.contributor.otherArditto Díaz, Luis Eduardoes_PE
dc.date.accessioned2019-09-30T21:27:14Z
dc.date.available2019-09-30T21:27:14Z
dc.date.issued2020
dc.identifier.citationArditto, L., Cambra-Fierro, J., Fuentes-Blasco, M. & Olavarría Jaraba, O. (2020). How does customer perception of salespeople influence the relationship? A study in an emerging economy. Journal of Retailing and Consumer Services, 54, Article number 101952. https://doi.org/10.1016/j.jretconser.2019.101952es_PE
dc.identifier.issn0969-6989
dc.identifier.urihttps://hdl.handle.net/20.500.12724/9184
dc.descriptionIndexado en Scopus
dc.description.abstractSales and sales force management is a complex activity that largely determines a company's commercial success. Customer perception of the salespeople in terms of expertise, trust, interaction, and risk can drive the establishment of long-lasting ties, making customer portfolio management profitable in the long-term. Yet to date, while much work has been done on company-customer relational issues, very few studies have taken customer perception of salespeople as their reference. Moreover, most existing studies have taken western countries and developed economies as their reference of analysis. The present study, in contrast, provides an analysis of an emerging economy context, Peru. Using a sample of more than 400 consumers and structural equations analysis, this article presents a model based on the Social Exchange Theory. The final part of the study presents the theoretical discussion together with key implications and recommendations for management.en
dc.language.isospaes_PE
dc.publisherElsevieres_PE
dc.relation.ispartofurn:issn:0969-6989
dc.relation.urihttps://doi.org/10.1016/j.jretconser.2019.101952
dc.rightsinfo:eu-repo/semantics/restrictedAccessen
dc.sourceRepositorio Institucional - Ulimaes_PE
dc.sourceUniversidad de Limaes_PE
dc.subjectVendedoreses
dc.subjectComportamiento del consumidor
dc.subjectSales personnel
dc.subjectConsumer behavior
dc.subject.classificationCiencias empresariales y económicas / Administraciónes
dc.subject.classificationCiencias empresariales y económicas / Economía
dc.titleHow does customer perception of salespeople influence the relationship? A study in an emerging economyes_PE
dc.typeinfo:eu-repo/semantics/articlees_PE
dc.description.versioninfo:eu-repo/semantics/publishedVersion
dc.type.otherArtículo en Scopuses_PE
dc.identifier.journalJournal of Retailing and Consumer Services
dc.publisher.countryGBes_PE
dc.subject.ocdeNegocios, Administraciónes_PE
dc.identifier.doihttps://doi.org/10.1016/j.jretconser.2019.101952


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