5 Result(s)
within
Prabakar Kothandaraman
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Article
An Emotion-Based Model of Salesperson Ethical Behaviors
Academic research studies examining the ethical attitudes and behaviors of salespeople have produced several frameworks that explore the ethical decision-making processes to which salespeople adhere when faced...
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Chapter and Conference Paper
Buyer Organization Map**: New CRM Tool for Salespeople
Traditionally, salespeople have been called the "eyes and ears" of a company in the marketplace. But, in the era of customer relationship management, they have been largely underutilized even though scholars c...
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Chapter and Conference Paper
CSR as an Adaptive Selling Tool: a Novel Framework and a Robust Analysis Proposal
In this working chapter the authors document an additional way that CSR can be used by employees to improve customer relationships. That is, employees can use CSR as an adaptive selling tool. Employees use CSR...
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Chapter and Conference Paper
Consumers’ Perception of Price Premiums for Greenwashed Products: An Abstract
These days’ markets are flooded with products that manufacturers promote as green by adding one or two green attributes to a conventional product. They do so take advantage of consumers’ willingness to pay hig...
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Chapter
Sales Professionals’ Use of Social Media to Create and Deploy Social Capital in US and Indian Companies
The purpose of this research is to explore differences in social media use for the creation and deployment of social capital by salespeople in US and Indian sales organizations. A conceptual framework was deve...
