その他(学会発表)

基本情報

氏名 細井 謙一
氏名(カナ) ホソイ ケンイチ
氏名(英語) Hosoi Kenichi

著書,学術論文等の名称

Network Related Prospecting Biases of Industrial Salespersons: How Networks Distort Salesperson's Cognition And Behavior

単著・共著の別

共同

発行又は発表の年月

2017/09

発行予定

 

発行所,発表雑誌等又は発表学会等の名称

6th International M-SPHERE 2017 conference for multidisciplinary in Business and Science

巻・号

 

掲載ページ

 

概要

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)