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Do business customers perceive what salespeople believe? Perceptions of salesperson adoption of innovations

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Endres, Herbert ; Helm, Roland ; Schmitz, Christian ; Hofstetter, Christine
Date of publication of this fulltext: 10 Jan 2023 07:51

This publication is part of the DEAL contract with Wiley.


A salesperson's commitment and effort toward an innovation can determine whether the customer agrees to buy it, such that customers' perceptions of such commitment and effort are critical. But these perceptions also might differ fundamentally from the salesperson's self-perceptions of commitment and effort. Therefore, this paper presents a theoretical framework of the relation between ...


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