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- W2912250754 endingPage "158" @default.
- W2912250754 startingPage "138" @default.
- W2912250754 abstract "This research aims to fill a critical gap in the sales literature by proposing a relationship-based model of customer willingness to pay more, involving salesperson time perspectives (i.e., long-term perspective and short-term perspective), intraorganizational employee navigation, and customer satisfaction with the salesperson. We also examine the moderating role of firm innovation climate. Multisource survey data were collected from 204 salespeople in a business-to-business sales context along with external ratings from customers of these salespeople three months later. The findings indicate that both long- and short-term perspectives have positive effects on intraorganizational employee navigation and customer satisfaction, which, in turn, positively affect customer willingness to pay more. In addition, short-term perspective has a stronger impact than long-term perspective on intraorganizational employee navigation. Further, the effect of long-term perspective on customer satisfaction is strengthened by the innovation climate of the firm, whereas the effect of short-term perspective on customer satisfaction is weakened by it." @default.
- W2912250754 created "2019-02-21" @default.
- W2912250754 creator A5003923091 @default.
- W2912250754 creator A5042491797 @default.
- W2912250754 creator A5045302597 @default.
- W2912250754 date "2019-01-22" @default.
- W2912250754 modified "2023-10-09" @default.
- W2912250754 title "Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate" @default.
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