Strategic management of salespeople when promoting new products : moderating effects of sales-related organizational psychological climate
(2015)
Journal Article
Purpose: The purpose of this paper is to examine the performance of salespeople when selling new products (namely, electronic goods) in a business-to-business context by incorporating the organizations’ perceived psychological climate into goal orien... Read More about Strategic management of salespeople when promoting new products : moderating effects of sales-related organizational psychological climate.