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  • Electronic Resource  (4)
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  • Electronic Resource  (4)
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  • 1
    Electronic Resource
    Electronic Resource
    Salesperson job involvement: do demographic, job situational, and market variables matter? (2004)
    Bradford : Emerald
    The @journal of business & industrial marketing 19 (2004), S. 337-343 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Job involvement is the psychological identification with one's job. Recent trends in sales organizations have heightened the need for increased job involvement among salespeople. Little research has been done to investigate the relationship of job involvement to demographic, job situational, and market variables in a sales setting. Results of a survey of 417 field salespeople revealed support for associations between job involvement and these variables. Implications are discussed for sales managers and sales researchers.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620410549947
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    Paper (German National Licenses)
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  • 2
    Electronic Resource
    Electronic Resource
    Exploring internal customer service quality (1998)
    Bradford : Emerald
    The @journal of business & industrial marketing 13 (1998), S. 381-392 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: An often overlooked aspect of service delivery in business-to-business settings is the issue of service quality among internal organizational units. Yet, in practice many organizational departments are service providers primarily to customers within the organization. For example, management information systems, human resources, and purchasing departments all share an important function supporting other employees as they perform their jobs. Managers of those internal service functions are becoming more concerned with delivering high levels of service quality to their internal customers. This article explores the dimensionality of customer service quality as perceived by a set of internal customers of an organizational buying unit, and examines the potential for segmentation of internal customers. Managerial implications and recommendations are presented to aid organizations desiring to improve internal service quality.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858629810226681
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    Paper (German National Licenses)
    Fulltext
  • 3
    Electronic Resource
    Electronic Resource
    Critical success factors in the personal selling process: An empirical investigation of Ecuadorian salespeople in the banking industry (2004)
    Bingley : Emerald
    International journal of bank marketing 22 (2004), S. 9-25 
    Details
    ISSN: 0265-2323
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: This article identifies the selling techniques that are critical success factors (CSFs) for salespeople who sell banking products and services in Ecuador. The study examines the selling techniques that differentiate top and bottom sales performers in the Ecuadorian banking industry. Both self-reported and supervisor ratings are used to measure salesperson performance. The results suggest that differences in performance between top and bottom performing salespeople relate to the use of five selling techniques: examining records at the prospecting stage of the selling process; approaching prospects using statements about the salesperson, the bank, or the names of persons who referred the prospect; using customer friendly language during the sales presentation; being knowledgeable of the benefits of the banks' products and being able to clarify the products' benefits; and ensuring post-purchase satisfaction of existing customers.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/02652320410514906
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    Paper (German National Licenses)
    Fulltext
  • 4
    Electronic Resource
    Electronic Resource
    The mass spectra of some para substituted triarylphosphines and triarylphosphine oxides (1981)
    Chichester : Wiley-Blackwell
    Biological Mass Spectrometry 16 (1981), S. 272-274 
    Details
    ISSN: 0030-493X
    Keywords: Chemistry ; Analytical Chemistry and Spectroscopy
    Source: Wiley InterScience Backfile Collection 1832-2000
    Topics: Chemistry and Pharmacology
    Notes: The mass spectra are reported for a series of tris(p-alkylaryl)phosphines and the corresponding phosphine oxides. The phosphines all give [M]+· as the base peak except when the phenyl groups are not para substituted. For the oxides [M-H]+ gives the base peak with one exception for which [M]+· is the most abundant ion.
    Additional Material: 2 Tab.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1002/oms.1210160611
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    Paper (German National Licenses)
    Fulltext
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