Entries in the Category "EDM Research"
EDM Research Presentation
In a Research Showcase event on 22 January 2009, I presented a summary of research findings to faculty and different cohorts of EDM.
Click here to download the presentation.
EDM Research Presentation
In a Research Showcase event on 22 January 2009, I presented a summary of research findings to faculty and different cohorts of EDM.
Click here to download the presentation.
EDM Research Consolidation Paper
This reflection paper introduces the three research reports created as part of the EDM program. It includes a common introduction to the papers and a summary of findings.
Click here to download the paper.
Unraveling Adaptive Selling: An Empirical Analysis Of Underlying Relational Behaviors
The recent paper is a quantitative analysis that empirically measures relational behaviors of salespeople that they vary depending on the nature of the relationship they have with their buyers.
Unraveling Adaptive Selling: An Empirical Analysis Of Underlying Relational Behaviors
The recent paper is a quantitative analysis that empirically measures relational behaviors of salespeople that they vary depending on the nature of the relationship they have with their buyers.
How Salespeople Craft Value Propositions?
Building upon the conceptual inquiry, this paper discusses the findings of a qualitative research study on business-to-business selling approaches.
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Conceptual Explanations For Diverse B2B Selling Approaches
Business-to-business buyer experiences differ widely depending on how salespeople approach these selling opportunities. This paper compiles various theoretical concept found in extant literature offering explanations to variations in individual selling approaches.
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