2011 Fiscal Year Final Research Report
Research on a role of sales management in a value network
| Project/Area Number |
20530398
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| Research Category |
Grant-in-Aid for Scientific Research (C)
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| Allocation Type | Single-year Grants |
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| Section | 一般 |
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| Research Field |
Commerce
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| Research Institution | Hiroshima University of Economics |
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Principal Investigator |
HOSOI Kenichi 広島経済大学, 経済学部, 教授 (30279054)
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| Project Period (FY) |
2007 – 2011
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| Keywords | マーケティング |
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| Research Abstract |
It has been said for years that salespersons are boundary spanners. Salespersons 'important task is to connect people and organizations in the way they ought to be connected. However, research on the networking behavior of salespersons is lacking. In this research the con cept of network bias. salespersons' cognition skewed by their value network-of salespersons are presented.
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