2018 | OriginalPaper | Buchkapitel
The Role of Service Engineering and Sales-Cooperation – The Ambivalent Impact of Cooperation Quality in Developing Customized Solutions
verfasst von : Sascha Alavi, Jan Wieseke, Lukas Isenberg, Meryem Bayrak
Erschienen in: Service Business Development
Verlag: Springer Fachmedien Wiesbaden
Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.
Wählen Sie Textabschnitte aus um mit Künstlicher Intelligenz passenden Patente zu finden. powered by
Markieren Sie Textabschnitte, um KI-gestützt weitere passende Inhalte zu finden. powered by
This paper empirically examines the relationship between sales-service cooperation quality and annual total salesperson profit. Moreover, this paper investigates the moderating role of salesperson’s attitude towards service engineers. Based on qualitative interviews, the authors developed a conceptual model. To test the proposed model, the authors analyzed survey data from almost 300 salespeople of a solution provider in the construction industry.