TITLE

Examining the Formation of Selling Centers: A Conceptual Framework

AUTHOR(S)
Moon, Mark A.; Gupta, Susan Forquer
PUB. DATE
March 1997
SOURCE
Journal of Personal Selling & Sales Management;Spring97, Vol. 17 Issue 2, p31
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Presents information on the increasing importance of team selling, as an area of inquiry in sales research. Reference to the selling center; Presentation of a conceptual framework that proposes conditions under which selling centers can be effectively organized; Offering of propositions based on the framework along with managerial implications.
ACCESSION #
9708125101

 

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