University of St.Gallen
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Transformational Selling

Kurzfassung The search for competitive advantage through superior customer relationships has led to substantial realignment of the role of a company's sales force. When a sales firm strives for optimal value creation in terms of full exploitation of the potential of the buyer-seller relationship, salespeople should devote their attention to a "transformational" selling style. This research project aims to conceptualize and empirically validate the novel construct of Transformational Selling, as well as to examine its relevance for achieving above-average sales performance. This research project is sponsored by the Research Fund (GFF) of the University of St. Gallen.
   
Schlagwörter (Tags) Personal Selling, Transformational Leadership, Customer Voluntary Performance, Value Co-creation
   
Partner
Typ Grundlagenforschungsprojekt
Status laufend
Projektstart 2009
Projektende 2010
Weitere Informationen
Themen scale validation, modeling, hypotheses testing
Methoden exploratory and confirmatory factor analysis, covariance structure analysis
Kontakt Felicitas Morhart