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Developing structural maps of sales ...

Chen, Chien-Chung.

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Developing structural maps of sales research knowledge: Three essays.

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Developing structural maps of sales research knowledge: Three essays./
Author:	Chen, Chien-Chung.
Description:	161 p.
Notes:	Source: Dissertation Abstracts International, Volume: 72-12, Section: A, page: .
Contained By:	Dissertation Abstracts International72-12A.
Subject:	Business Administration, Marketing. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3473966
ISBN:	9781124890296

Developing structural maps of sales research knowledge: Three essays.
Chen, Chien-Chung.

Developing structural maps of sales research knowledge: Three essays. - 161 p.

Source: Dissertation Abstracts International, Volume: 72-12, Section: A, page: .

Thesis (Ph.D.)--The University of Texas at Arlington, 2011.

The overall goal of the dissertation is to analyze the accumulated knowledge and explore research gaps in empirical sales research. Therefore, applying a structural map derived from a comprehensive synthesis of empirical studies, researchers can efficiently and effectively identify constructs' positions in nomological networks and then explore new research directions. The dissertation includes three complementary essays. Essay 1 creates a structural map of constructs in a nomological network generated by meta-analysis and analyzed by social network analysis. Key constructs, bivariate relationships, missing links, and constructs' positions in nomological networks are identified. Essay 2 then detects moderator effects among constructs and presents the 328 construct relationships that may have strong moderator effects in empirical sales research. Applying findings from essay 1 and 2, essay 3 creates a new model, which investigates missing gaps and explores the double-edged effects of emotional intelligence on the relationship of adaptive selling and customer loyalty to the salesperson. The model uses dyadic data from customers and salespeople and is tested with hierarchical linear model (HLM).

ISBN: 9781124890296Subjects--Topical Terms:

1017573
Business Administration, Marketing.

Developing structural maps of sales research knowledge: Three essays.
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020 $a 9781124890296
035 $a (UMI)AAI3473966
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100 1 $a Chen, Chien-Chung. $3 1684791
245 1 0 $a Developing structural maps of sales research knowledge: Three essays.
300 $a 161 p.
500 $a Source: Dissertation Abstracts International, Volume: 72-12, Section: A, page: .
500 $a Adviser: Fernando Jaramillo.
502 $a Thesis (Ph.D.)--The University of Texas at Arlington, 2011.
520 $a The overall goal of the dissertation is to analyze the accumulated knowledge and explore research gaps in empirical sales research. Therefore, applying a structural map derived from a comprehensive synthesis of empirical studies, researchers can efficiently and effectively identify constructs' positions in nomological networks and then explore new research directions. The dissertation includes three complementary essays. Essay 1 creates a structural map of constructs in a nomological network generated by meta-analysis and analyzed by social network analysis. Key constructs, bivariate relationships, missing links, and constructs' positions in nomological networks are identified. Essay 2 then detects moderator effects among constructs and presents the 328 construct relationships that may have strong moderator effects in empirical sales research. Applying findings from essay 1 and 2, essay 3 creates a new model, which investigates missing gaps and explores the double-edged effects of emotional intelligence on the relationship of adaptive selling and customer loyalty to the salesperson. The model uses dyadic data from customers and salespeople and is tested with hierarchical linear model (HLM).
590 $a School code: 2502.
650 4 $a Business Administration, Marketing. $3 1017573
690 $a 0338
710 2 $a The University of Texas at Arlington. $b Marketing. $3 1684792
773 0 $t Dissertation Abstracts International $g 72-12A.
790 1 0 $a Jaramillo, Fernando, $e advisor
790 1 0 $a Chonko, Lawrence $e committee member
790 1 0 $a Yang, Zhiyong $e committee member
790 1 0 $a McFadyen, Ann $e committee member
790 $a 2502
791 $a Ph.D.
792 $a 2011
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3473966