Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms and Self-efficiency

Qingbo Fu; Keith A. Richards; Douglas E. Hughes; Eli Jones

Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms and Self-efficiency

Qingbo Fu, Keith A. Richards, Douglas E. Hughes, Eli Jones

University of Missouri-St. Louis

Research output: Contribution to journal › Article › peer-review

Original language	American English
Journal	Journal of Marketing
Volume	74
State	Published - 2010

Disciplines

Business

Cite this

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title = "Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms and Self-efficiency",

author = "Qingbo Fu and Richards, {Keith A.} and Hughes, {Douglas E.} and Eli Jones",

note = "This research explores the relative influence of salespeople's attitudes toward selling a new product, perceptions of subjective norms, and self-efficacy on the development of selling intentions and, ultimately, the success of a new product launch.",

year = "2010",

language = "American English",

volume = "74",

journal = "Journal of Marketing",

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TY - JOUR

T1 - Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms and Self-efficiency

AU - Fu, Qingbo

AU - Richards, Keith A.

AU - Hughes, Douglas E.

AU - Jones, Eli

N1 - This research explores the relative influence of salespeople's attitudes toward selling a new product, perceptions of subjective norms, and self-efficacy on the development of selling intentions and, ultimately, the success of a new product launch.

PY - 2010

Y1 - 2010

UR - https://journals.sagepub.com/doi/10.1509/jmkg.74.6.61

M3 - Article

VL - 74

JO - Journal of Marketing

JF - Journal of Marketing

ER -

Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms and Self-efficiency

Disciplines

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