Listar Artículos científicos por tema "Vendedores"

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    • How does customer perception of salespeople influence the relationship? A study in an emerging economy 

      Arditto Díaz, Luis Eduardo; Cambra Fierro, Jesús; Fuentes Blasco, María; Olavarría Jaraba, Ana; Vázquez Carrasco, Rosario (Elsevier, 2020)
      Acceso restringido
      Sales 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 ...

    • Liderazgo orientado a la gente en call centers 

      León, Federico R.; Morales, Oswaldo; Ramos, Juan D.; Goyenechea, Álvaro; Rojas, Paul A.; Meza, José; Burga León, Andrés Alberto (Universidad ESAN, 2017)
      Acceso abierto
      Propósito: Los call centers generan estrés y ausentismo en el personal y la literatura sugiere que el liderazgo orientado a la gente es el tipo adecuado de supervisión para tal situación. Este estudio comparó sus efectos ...

    • Relevance of salespeople profiles: an analysis in an emerging economy 

      Arditto Díaz, Luis Eduardo; Cambra Fierro, Jesús; Olavarría Jaraba, Ana; Vázquez Carrasco, Rosario (Emerald, 2020)
      Acceso restringido
      Purpose: The purpose of this paper is to analyze the impact of the salespeople profile (i.e., effort, commitment and creativity) – and its degree of market orientation (MO) – on the success of new product launch and sales ...

    • Supervisor’s behavioral complexity: Ineffective in the call center 

      León, Federico R.; Burga León, Andrés Alberto; Morales, Oswaldo (Brunel University, 2017)
      Acceso abierto
      An ample repertoire of leadership behaviors available to the manager is expected to guarantee his/her effectiveness transcending situations, but research in the call-center context has identified a specific form of effective ...