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A Salesperson's Cross-Functional Orientation : Antecedents and Effects on Cross-Selling Success
Journal
AMA Educators Proceedings
ISSN
1054-0806
ISBN
978-1-61738-427-1
Type
conference paper
Date Issued
2010-02-19
Author(s)
Editor(s)
Brady, M.K.
Abstract
This study investigates antecedents of a salesperson's cross-functional orientation and its effect on cross-selling success. Results indicate a strong effect of cross-functional orientation on cross-selling success. Moreover, results show a strong influence of salesperson specific variables on cross-functional orientation and cross-selling success.
Language
English
HSG Classification
contribution to scientific community
Refereed
No
Book title
Marketing Theory and Applications
Publisher
American Marketing Association
Publisher place
New York
Volume
Vol. 21
Start page
356
End page
357
Event Title
AMA Winter Educators Conference 2010
Event Location
New Orleans, USA
Event Date
19.-22.02.2010
Subject(s)
Division(s)
Eprints ID
62333