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Customer Adoption of Industrial Innovations: The Role of Salespeople’s Adoption, Number of Competing Products, and Degree of Innovation

Endres, Herbert (2017) Customer Adoption of Industrial Innovations: The Role of Salespeople’s Adoption, Number of Competing Products, and Degree of Innovation. (Submitted)

Date of publication of this fulltext: 27 Jun 2018 12:28

Abstract

Selling new products is a major success factor, particularly in today’s fast changing environment. Surprisingly, existing insights on the role of the sales force adoption as a key antecedent of customer’s innovation adoption consistently focus on the salespeople’s perspective. This study, however, examines the effect of the sales force adoption on the customer’s innovation adoption, by looking at ...

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Item type:Monograph (UNSPECIFIED)
Date:1 August 2017
Institutions:Business, Economics and Information Systems > Institut für Betriebswirtschaftslehre > Lehrstuhl für Betriebswirtschaft, insbesondere Strategisches Industriegütermarketing (Prof. Dr. Roland Helm)
Keywords:Sales force adoption; innovation adoption; industrial product; degree of innovation
Dewey Decimal Classification:300 Social sciences > 330 Economics
Status:Submitted
Refereed:Unknown
Created at the University of Regensburg:Unknown
Item ID:37417
Owner only: item control page

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