- 學位論文
Exploring the Concept of Entrepreneurial Selling Behavior: A Conceptual Framework and Research Propositions
Exploring the Concept of Entrepreneurial Selling Behavior: A Conceptual Framework and Research Propositions
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摘要
There has been a growing interest of entrepreneurship in the salesforce. By integrating knowledge about entrepreneurship and salespeople’ behaviors, this study proposes a new theoretical concept - “entrepreneurial selling behavior”. Entrepreneurial selling behavior represents a salesperson’s propensity to take risky, innovative actions in anticipating of future trends. Besides, this study also outlines a conceptual model to depict factors associated with entrepreneurial behavior of sales personnel. Following discussion of the model’s contents, this study intends to develop a measurement scale to assess entrepreneurial selling behavior. Instruments for measuring other variables are also discussed. Finally, relevant theoretical and managerial implications and direction for future research can be obtained.
並列摘要
There has been a growing interest of entrepreneurship in the salesforce. By integrating knowledge about entrepreneurship and salespeople’ behaviors, this study proposes a new theoretical concept - “entrepreneurial selling behavior”. Entrepreneurial selling behavior represents a salesperson’s propensity to take risky, innovative actions in anticipating of future trends. Besides, this study also outlines a conceptual model to depict factors associated with entrepreneurial behavior of sales personnel. Following discussion of the model’s contents, this study intends to develop a measurement scale to assess entrepreneurial selling behavior. Instruments for measuring other variables are also discussed. Finally, relevant theoretical and managerial implications and direction for future research can be obtained.
參考文獻
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