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Salesperson reaction to management lead generation programs: the paradox investigated

Author: Chatterjee, Sharmila Chakraborty Publisher: UMI, 1994.Language: EnglishDescription: 230 p. : Ill. ; 21 cm.Type of document: BookBibliography/Index: Includes bibliographical referencesContents Note: A dissertation in marketing for the graduate group in managerial science and applied economics presented to the faculties of the University of Pennsylvania in Partial Fulfillment of the requirements for the degree of doctor of philosophy
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Europe Campus
Main Collection
Print HF5438.4 .C43 1994
(Browse shelf)
001209695
Available 001209695
Total holds: 0

Includes bibliographical references

A dissertation in marketing for the graduate group in managerial science and applied economics presented to the faculties of the University of Pennsylvania in Partial Fulfillment of the requirements for the degree of doctor of philosophy

Digitized

Salesperson Reaction to Management Lead Generation Programs: The Paradox Investigated Table of Contents S. No. 1. 2. 3. 4. Chapter Introduction Development of the Research Problem Model of a Salesperson's Follow-up of Management Leads Model of Performance Impacts of Followup of Management Leads by a Salesperson Methodology Results and Discussion of the Model of Follow-up of Management Leads by a Salesperson Results and Discussion of the Model of the Impact of Follow-up of Management Leads on Salesperson Performance Conclusions and Directions for Future Research Tables Figures Bibliography Page Nos. 1 6 20 67 5. 6. 77 92 7. 123 8. 150 169 215 218

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