Performance implications of adopting a customer-focused sales campaign

Journal of Marketing

Volumn 72, Issue 5, 2008, Pages 50-68

  Kumar, V ^a   Venkatesan, Rajkumar ^b   Reinartz, Werner ^c  

^a GEORGIA STATE UNIVERSITY   (United States)

^b UNIVERSITY OF VIRGINIA   (United States)

^c UNIVERSITY OF COLOGNE   (Germany)

Author keywords

Cross selling; Customer focus; Field experiment; Performance metrics; Sales force coordination

Indexed keywords

EID: 53549093342     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkg.72.5.50     Document Type: Article

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