Working Papers

Winning Sales before Selling: An Investigation of Business-to-Business Salesperson Attitude towards Internal Selling Processes

Son K. Lam, Andrea L. Dixon, and Thomas E. DeCarlo

Dec 7, 2017

Based on four qualitative studies, develops a multidimensional framework to investigate how organizational structure and sales force design influence salespeople’s perceptions of ISPs, which in turn influence salespeople’s job attitude and performance and customer outcomes. Tests framework using data from a publicly traded Fortune 250 company and a cross-industry sample of sales professionals.

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