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Antecedents of salespeople's reluctance to sell radically new products · Study

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ArticleAntecedents of salespeople's reluctance to sell radically new products

Olli‐Pekka Kauppila2008

Article2008

Antecedents of salespeople's reluctance to sell radically new products

Olli‐Pekka Kauppila · Risto Rajala · Annukka Jyrämä

34 citations·0/0 files stored·Industrial Marketing Management

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Innovation and Knowledge Management Entrepreneurship Studies and Influences Innovation Diffusion and Forecasting

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References

2000Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being.1999Self-Efficacy: The Exercise of Control 2000The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior 1997Self-efficacy: the exercise of control 1964Work and motivation 1991THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS 2002Building a practically useful theory of goal setting and task motivation: A 35-year odyssey.2005Self‐determination theory and work motivation

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2021Greasing the wheels or blocking the path? Organizational structure, product innovativeness, and new product success☆2023Linking person–job fit and intrinsic motivation to salespeople’s service innovative behavior

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Year2008

Typearticle

Published2008-12-18

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations34

Files0 public / 0

ShelfInnovation and Knowledge Management

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doi10.1016/j.indmarman.2008.11.003

openalex_workW1979354071

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