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

URN to cite this document:: urn:nbn:de:bvb:355-epub-534991
DOI to cite this document:: 10.5283/epub.53499

Endres, Herbert

; Helm, Roland ; Schmitz, Christian ; Hofstetter, Christine

License: Creative Commons Attribution Non-commercial No Derivatives 4.0
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Date of publication of this fulltext: 10 Jan 2023 07:51

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Abstract

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 ...