Search results for: Said Echchakoui
Commenced in January 2007
Frequency: Monthly
Edition: International
Paper Count: 1

Search results for: Said Echchakoui

1 Mediating Role of Experiential Value Added by the Sales Force

Authors: Said Echchakoui

Abstract:

This paper aims to investigate how experiential value added by the salesperson mediates the relationship between perceived salesperson source characteristics and his performance. Structural equation modelling was employed to assess the proposed research model empirically. The empirical results revealed that the three dimensions of experiential value economic benefit, service productivity and enjoyable interaction, mediated the relationship between perceived salesperson source characteristics and his performance. Managerial implications are addressed.

Keywords: sales force, experiential added value, customer perceived value, performance

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