A5046234999- Business, Innovation, and Economy
- Organizational Management and Innovation
- Business, Education, Mathematics Research
- COVID-19 Pandemic Impacts
- Renaissance Literature and Culture
- Diverse Applied Research Studies
- Historical and Literary Studies
- French Literature and Criticism
- Technology Adoption and User Behaviour
- Customer Service Quality and Loyalty
- Delphi Technique in Research
- Big Data and Business Intelligence
- Educational and Organizational Development
- Global Trade and Competitiveness
- Emotional Intelligence and Performance
- Psychology of Social Influence
- Organizational and Employee Performance
- Auditing, Earnings Management, Governance
- Leadership and Management in Organizations
- Corporate Identity and Reputation
- Historical and Literary Analyses
- Augustinian Studies and Theology
- Higher Education and Sustainability
- Consumer Market Behavior and Pricing
- Workplace Violence and Bullying
Universidad del Desarrollo
2016-2024
Universidad del Desarrollo del Estado de Puebla
1970-2022
University of Glasgow
1999-2001
Glasgow Life
1995-1997
Los objetivos de esta investigación son entender los efectos la crisis producida por el coronavirus en actividad comercial empresas, conocer qué herramientas están usando las empresas para poder mitigar impactos crisis, y citados con un efecto temporal. Se realiza una encuesta administrada a directivos más 75 durante meses marzo, abril, mayo, junio julio 2020. resultados muestran que mayor parte ha estado monitoreando venta comerciales medidas relacionadas llamadas clientes existentes,...
Purpose: The aim of this study is to examine despite Covid-19 pandemic, several companies managed grow their sales. This leads us our research questions: what selling competencies make best salespeople post disruption? And, which the sales be most important toward job performance? Theoretical framework: B2B abilities as subject has been little by academy and without a dominant theoretical framework, but rather partial vision. article contributes integrating scarce academic literature, which,...
Purpose The purpose of this study is to examine how a service provider’s offer quality evaluated (OQ).This shows that attitude toward the salesperson in context (AS) an important antecedent OQ. Design/methodology/approach This involves three studies, first dyadic data analyzed with HLM, second experiment and third IAT. Findings findings show active empathetic listening increases evaluations, regardless AS level. However, at lower levels AS, sales perseverance negatively affects evaluations....
This study investigates the dual nature of narcissistic leadership within sales teams, revealing its potential to both inspire ambitious goals and undermine team cohesion performance. By integrating a comprehensive literature review, research outlines characteristic behaviors leaders, such as arrogance lack empathy, their impact on dynamics, including reduced cohesion, increased conflict, impaired The paper proposes strategies mitigate these negative effects, development programs, team-based...
In the context of global crisis presented by COVID-19 pandemic, we investigate perspectives sales managers regarding their organizations’ responses to and future expectations in a post-COVID-19 world. While there has been much discussion about these topics literature, very little research examined them globally collecting data from many nations across continents. Yet, how can events be understood without analyzing data? response, conducted first, our knowledge, coalition hosting...
En el mundo académico la investigación endirección de ventas ha sido escasa, másescasa aun en ámbitos específicos como lagestión los recursos humanos yparticularmente Chile. El objetivo principalde este estudio es diagnosticar aquellasvariables productividad comercialrelacionadas con gestión recursoshumanos tales reclutamiento yselección comerciales, roles quedesempeñan supervisores ventas,sobre cómo las empresas desarrollan lascompetencias específicas para ventas, y lasdiferencias que estos...
This literature review discusses sales enablement (SE) strategy, a crucial component of modern organizations. It emphasizes the importance training, content management, collaboration, and technology deployment. also phases adoption challenges integrating new technologies. The suggests that managers should invest in cross-functional align SE initiatives with company goals, adopt innovative technologies, implement effective change management methods to improve performance maintain competitive...
En este artículo se explora la forma como desarrolla gestión de las fuerzas ventas en el Perú desde perspectiva los recursos humanos. Su objetivo principal es diagnóstico aquellas variables productividad comercial relacionadas con personas tales reclutamiento y selección vendedores, roles que desempeñan supervisores comercial, sobre cómo firmas gestionan desarrollo competencias específicas para ventas, así proponer acciones estratégicas gestores, consultores académicos general. Se desarrolló...
Purpose – This study proposes to evaluate product attributes in an unusual triad of actors: end-users, vendors, and specifiers. The differences perceptions between these triadic actors can bias strategic marketing decisions for functional aesthetic products a building supply retailer, which is understudied the retail literature. Theoretical framework uses attribution theory approach provides new perspective explain attribute evaluations this (end user-specifier-vendor)....
Journal Article RACINE'S BOSPHORUS Get access JOHN CAMPBELL Glasgow Search for other works by this author on: Oxford Academic Google Scholar French Studies Bulletin, Volume 18, Issue 63, SUMMER 1997, Pages 14–15, https://doi.org/10.1093/frebul/18.63.14 Published: 01 July 1997
RACINE AND THE AUGUSTINIAN INHERITANCE: CASE OF ANDROMAQUE JOHN CAMPBELL UNIVERSITY GLASGOW Search for other works by this author on: Oxford Academic Google Scholar French Studies, Volume LIII, Issue 3, July 1999, Pages 279–291, https://doi.org/10.1093/fs/LIII.3.279 Published: 01 1999
Journal Article RACINE AND THE AUGUSTINIAN INHERITANCE: CASE OF ANDROMAQUE Get access JOHN CAMPBELL UNIVERSITY GLASGOW Search for other works by this author on: Oxford Academic Google Scholar French Studies, Volume LIII, Issue 3, July 1999, Pages 279–291, https://doi.org/10.1093/fs/LIII.3.279 Published: 01 1999
El objetivo de este artículo es presentar las últimas novedades la investigación científica en el ámbito dirección comercial y ventas con énfasis internacionalización, particularmente los mercados emergentes. Se desarrolló una revisión aquella literatura que ha sido publicada entre comienzos del año 2016 lo va 2017 (ediciones hasta mes mayo), revistas científicas alto impacto. Entre principales hallazgos podemos destacar a pesar creciente globalización aun persisten grandes diferencias...
Reseña del libro Insights for sales force success: practical ideas winning in today's environment, de los autores Andris Zoltners, Prabha Sinha y Sally Lorimer.
Journal Article REVIEWS Get access Kingdom of Disorder: The Theory Tragedy in Classical France. By JOHN D. LYONSWest Lafayette, Purdue University Press, 1999. xv + 251 pp. Hb $38.95. CAMPBELL UNIVERSITY OF GLASGOW Search for other works by this author on: Oxford Academic Google Scholar French Studies, Volume LV, Issue 2, April 2001, Pages 242-b–243, https://doi.org/10.1093/fs/LV.2.242-b Published: 01 2001