Unleashing the power of salespersons’ implementation intentions through coaching

Volume: 34, Issue: 3, Pages: 11 - 13
Published: Sep 18, 2019
Abstract
Purpose The purpose of the paper is to validate if managers (through the use of managerial coaching) can help subordinates develop implementation intentions to address difficult problems and situations with customers. These implementation intentions take the form of new task strategies and go beyond the automated mechanisms of providing more effort, persisting longer in the pursuit of goals or adapting old strategies to solve new problems....
Paper Details
Title
Unleashing the power of salespersons’ implementation intentions through coaching
Published Date
Sep 18, 2019
Volume
34
Issue
3
Pages
11 - 13
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