Sales Performance in BTB Sales
The research group focuses on drivers of sales performance in BTB sales.
Key Information
- Duration: 2018 -->
- Participants: Nils M. Høgevold and Göran Svensson (directors).
Other active participants: Rocio Rodriguez, University of Murcia (Spain) and Kristiania University College (Norway); Mornay Roberts-Lombard, University of the Western Cape, South Africa; Isolde Lubbe, University of Johannesburg, South Africa; Carlos Ferro-Soto, Vigo University, Spain; Carmen Padin, Vigo University, Spain; Tzong-Ru Lee, National Chung Hsing University, Taiwan; Jyh-Liang Guan, National Ilan University, Taiwan; Carmen Otero-Neira, Vigo University, Spain.
For more information about each participant's background and research, click on the participant's name above, and you will be taken to the person's staff page.
- Contact: nils.hogevold@kristiania.no
Nils Høgevold
Nils M. Høgevold is professor and associate dean at Kristiania University of Applied Sciences. At Kristiania University College he is responsible for Scandinavia's only college program in sales and sales management with about 600 students. He is also the director of this research group.
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Background
The group has active members in several countries and continents, such as Norway, South Africa, Spain and Taiwan. The overall focus of the research group is to create a better understand the determinants of salesperson performance and to develop nomological frameworks that propose cause-and-effects between determinants in B2B sales.