Browsing Department of Business Administration (MU) by Thesis Advisor "Gopalakrishna, Srinath"
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Essays on improving sales performance
(University of Missouri--Columbia, 2006)This research is a result of a collaborative effort with Shelter Insurance Companies in Columbia, Missouri. The first essay focuses on sales team design. Based on an effect called Group Motivation Gain, previous research ... -
Salesperson networking behaviors and sales prospecting outcomes : essays on the roles of motivation and communications-mix synergies. /
(University of Missouri--Columbia, 2016)