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Transformational Selling

version abrégée 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.
   
mot-clé Personal Selling, Transformational Leadership, Customer Voluntary Performance, Value Co-creation
   
partenaire
type projet de recherche de base
état courant
Départ du projet 2009
Fin du projet 2010
informations additionelles
sujets scale validation, modeling, hypotheses testing
méthodes exploratory and confirmatory factor analysis, covariance structure analysis
Contact Felicitas Morhart