DETERMINANTES DO DESEMPENHO EMPRESARIAL E DAS VENDAS CRUZADAS NO VAREJO

DETERMINANTES DO DESEMPENHO EMPRESARIAL E DAS VENDAS CRUZADAS NO VAREJO

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The paper goal is to identify the predictors of the sales team that determine business performance and cross-selling in the relationship marketing. In the theoretical model, we suggested hypotheses that are associated with sales performance and cross-selling. In terms of results, cross-selling and s...

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Bibliographic Details
Main Authors: Valter Afonso Vieira, Deividi Pires, Ronie Galeano
Format: Article
Language:English
Published: Fundação Getulio Vargas, Escola de Administração de Empresas de São Paulo 2013-10-01
Series:RAE: Revista de Administração de Empresas
Subjects:
Sales
cross-selling
performance
retail
consumer
Online Access:http://rae.fgv.br/sites/rae.fgv.br/files/artigos/determinantes_do_desempenho_empresarial_e_das_vendas_cruzadas_no_varejo.pdf

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