The existing empirical findings on the connection between emotional intelligence (EI) and sales performance are inconsistent…
The method of System Dynamics is applied to study the impact of word-of mouth on sales over time. Five simulations (or experiments) are run under different assumptions. The outcomes show a significant leverage effect of WOM: Depending on Customer Involvement, Product Life Cycle and Customer Satisfaction, the market development of a New-Product-Introduction varies between 11.0 and 59.3 percent…
The aim of this paper is, first, to provide a better understanding of the most important supplier selection criteria from a buyer’s perspective in a Business-to-Business setting. Second, the contribution shall provide evidence…
