| Автор | Christiansen, Tim |
| Автор | Evans, Kenneth R. |
| Автор | Schlacter, John L. |
| Автор | Wolfe, William G. |
| Дата выпуска | 1996 |
| dc.description | ABSTRACTThe impact of training on salesperson performance has frequently been the focus of empirical research. However, whether training has effects beyond performance, and whether these effects vary depending upon the type of product being sold, has not been examined. This study is an exploratory investigation into the relationship between training and performance, satisfaction, and commitment for salesforces whose products were either a good or a service. The results indicate that the relationship between training and performance is substantially weaker if the product is a service, but both types of salesforces showed satisfaction to be strongly correlated with training. Commitment does not seem to be strongly affected by training, irrespective of the product. Future research directions are suggested. |
| Формат | application.pdf |
| Издатель | Taylor & Francis Group |
| Копирайт | Copyright Taylor and Francis Group, LLC |
| Название | Training Differences Between Services and Goods Firms: Impact on Performance, Satisfaction, and Commitment |
| Тип | research-article |
| DOI | 10.1300/J090v15n01_04 |
| Print ISSN | 0748-4623 |
| Журнал | Journal of Professional Services Marketing |
| Том | 15 |
| Первая страница | 47 |
| Последняя страница | 70 |
| Аффилиация | Christiansen, Tim; Department of Marketing, Arizona State University |
| Аффилиация | Evans, Kenneth R.; College of Business and Public Administration, University of Missouri |
| Аффилиация | Schlacter, John L.; College of Business, Arizona State University |
| Выпуск | 1 |
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