Faculty Publications Form

















Example: Ellen Bolman Pullins, Michelle Roehm, and Stacey Schetzsle, "Valuing the Salesperson: Assessing Financial Consequences of B2B Customer Loyalty to the Salesperson," Journal of Selling 14 (2014): 34




2-3 sentences for laymen to understand your findings.

Example: The authors utilized two methods to understand and assess the financial value of an individual salesperson in a buyer-seller relationship. The first method was evaluating buyer preferences on an individual level, and, since this method can be situational, a second method based on an economic value metric was used to demonstrate an actual value. The research shows that a buyer's loyalty to a specific salesperson has a significant financial value that can be useful for corporations, especially in evaluating and retaining valuable salespeople.







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