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Paper Information

Journal:   JOURNAL OF BUSINESS MANAGEMENT PERSPECTIVE (MANAGEMENT PERSPECTIVE)   SPRING 2012 , Volume 11 , Number 9 (42); Page(s) 61 To 80.
 
Paper: 

TOW-LEVEL CONCEPTUAL MODEL OF FACTORS EFFECTING SALESPEOPLE PERFORMANCE

 
 
Author(s):  AZIZI SHAHRIAR*, KHODADAD HOSSEINI SEYED HAMID, ROOSTA AHMAD
 
* SHAHID BEHESHTI UNIVERSITY
 
Abstract: 
The company's competition first line is their salespeople. Salesperson's performance is critical factor for company performance in competitive market. Identifying factors affect their performance results in better planning' strengthen and facilitating those factors. In this paper researchers attempt to identifying factors effect salespersons' performance in individual Gob perceptions) and sales unit based on multilevel theory. Salespersons are nested in sales unit, hence applying multilevel theory seems necessity. Researchers try to design a proposed two level based on representing multi-level methodology. Finally, we formulate multi-level equations based on the proposed model.
 
Keyword(s): MULTI-LEVEL THEORY, PERFORMANCE, JOB PERCEPTIONS, SALES UNIT
 
References: 
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