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作者 Bissell, Monika Armstrong
書名 The relative importance of sales behaviors to sales success: A comparative study of the United States and Canada
國際標準書號 9780549424659
book jacket
說明 237 p
附註 Source: Dissertation Abstracts International, Volume: 69-01, Section: A, page: 0295
Adviser: Sabrina Segal
Thesis (D.B.A.)--Nova Southeastern University, 2008
The United States Department of Commerce reports that the number one trade partner of the United States is Canada, and the United States purchases over 80% of Canada's exports. Despite these facts, there exists little information that explains in better detail the nature of the relationship between the countries. Research undertaken for this paper addresses what, if any, differences exist in the impact of giving information, getting information, and using information on sales success. Purchasing professionals in both countries were surveyed to assess whether there is a relationship between those sales behaviors and sales success
Initial conclusions are that, at least along one cultural dimension, there exists some difference relative to what impact getting, giving and using information has on sales success. This research has revealed that Hofstede's cultural dimension of Uncertainty Avoidance has impact on the purchaser's perception of the salesperson's behaviors: getting, giving, and using information
School code: 1191
Host Item Dissertation Abstracts International 69-01A
主題 Business Administration, Marketing
Alt Author Nova Southeastern University
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