MISC
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基本情報
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| 氏名 | 細井 謙一 |
| 氏名（カナ） | ホソイ ケンイチ |
| 氏名（英語） | Kenichi Hosoi |
| 所属 | 広島経済大学 経営学部 経営 |
| 職名 | 教授 |
| researchmap研究者コード | 1000194616 |
| researchmap機関 | 広島経済大学 |
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Network Related Prospecting Biases of Industrial Salespersons: How Networks Distort Salesperson's Cognition And Behavior
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共同
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The purpose of this study is to investigate how salesperson networks distort their prospecting behavior. We found that salespersons have a tendency to try to connect with Leader/Existing (LE) type of customer. However, in some specific situation, those prospecting behaviors cause different results in salesperson performance. (Coauthor Kenneth Ichiro Tsuye)
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6th International M-SPHERE 2017 conference for multidisciplinary in Business and Science
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2017/09