Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum
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DOI: 10.1177/00222437221095097
Abstract: Existing research treats sales performance as a series of discrete, independent events rather than a series of sales attempts with intertemporal spillover across these attempts. This research examines whether there are systematic short-term trends (“momentum”)… read more here.
Keywords: managing positive; positive negative; sales performance; negative momentum ... See more keywords