TOW-LEVEL CONCEPTUAL MODEL OF FACTORS EFFECTING SALESPEOPLE PERFORMANCE

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AZIZI SHAHRIAR; KHODADAD HOSSEINI SEYED HAMID; ROOSTA AHMAD

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Journal: business managment perspective Year:2012 | Volume:11 | Issue:9 (42) Page(s): 61-80

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Information Journal Paper

Title

TOW-LEVEL CONCEPTUAL MODEL OF FACTORS EFFECTING SALESPEOPLE PERFORMANCE

Author(s)

AZIZI SHAHRIAR | KHODADAD HOSSEINI SEYED HAMID | ROOSTA AHMAD | Issue Writer Certificate

Keywords

MULTI-LEVEL THEORYQ2

PERFORMANCEQ2

JOB PERCEPTIONSQ2

SALES UNITQ2

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.

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APA: Copy

AZIZI, SHAHRIAR, KHODADAD HOSSEINI, SEYED HAMID, & ROOSTA, AHMAD. (2012). TOW-LEVEL CONCEPTUAL MODEL OF FACTORS EFFECTING SALESPEOPLE PERFORMANCE. JOURNAL OF BUSINESS MANAGEMENT PERSPECTIVE (MANAGEMENT PERSPECTIVE), 11(9 (42)), 61-80. SID. https://sid.ir/paper/115546/en

Vancouver: Copy

AZIZI SHAHRIAR, KHODADAD HOSSEINI SEYED HAMID, ROOSTA AHMAD. TOW-LEVEL CONCEPTUAL MODEL OF FACTORS EFFECTING SALESPEOPLE PERFORMANCE. JOURNAL OF BUSINESS MANAGEMENT PERSPECTIVE (MANAGEMENT PERSPECTIVE)[Internet]. 2012;11(9 (42)):61-80. Available from: https://sid.ir/paper/115546/en

IEEE: Copy

SHAHRIAR AZIZI, SEYED HAMID KHODADAD HOSSEINI, and AHMAD ROOSTA, “TOW-LEVEL CONCEPTUAL MODEL OF FACTORS EFFECTING SALESPEOPLE PERFORMANCE,” JOURNAL OF BUSINESS MANAGEMENT PERSPECTIVE (MANAGEMENT PERSPECTIVE), vol. 11, no. 9 (42), pp. 61–80, 2012, [Online]. Available: https://sid.ir/paper/115546/en

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