Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

  title={Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?},
  author={W. Verbeke and Bart Dietz and E. Verwaal},
  journal={Journal of the Academy of Marketing Science},
  • W. Verbeke, Bart Dietz, E. Verwaal
  • Published 2010
  • Economics, Psychology
  • Journal of the Academy of Marketing Science
  • It has been 25 years since the publication of a comprehensive review of the full spectrum of sales-performance drivers. This study takes stock of the contemporary field and synthesizes empirical evidence from the period 1982–2008. The authors revise the classification scheme for sales performance determinants devised by Walker et al. (1977) and estimate both the predictive validity of its sub-categories and the impact of a range of moderators on determinant-sales performance relationships… CONTINUE READING
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