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Browsing Adnan Kassar School of Business by Author "Jaramillo, Fernando"

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Browsing Adnan Kassar School of Business by Author "Jaramillo, Fernando"

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  • Achieving top performance while building collegiality in sales 
    Itani, Omar S.; Jaramillo, Fernando; Chonko, Larry (2020-03-11)
    While previous literature provides evidence of the positive relationship between ethical climate and job satisfaction, the possible mechanisms of this relationship are still underexplored. This study aims to enhance scholars’ ...
  • Between a rock and a hard place 
    Itani, Omar S.; Jaramillo, Fernando; Paesbrugghe, Bert (2020-03-11)
    Service businesses are increasingly facing more demanding customers as a result of a shift in power from the service providers' side to the customers' side. Related literature predominantly examines the negative side of ...
  • Building customer relationships while achieving sales performance results 
    Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando (2020-03-11)
    Despite its importance in sales, listening is an overlooked concept in research with limited empirical studies examining the construct since the work conducted by Castleberry and Shepherd (1993) and Ramsey and Sohi (1997). ...
  • Salesperson ambidexterity and customer satisfaction 
    Agnihotri, Raj; Gabler, Colin B.; Itani, Omar S.; Jaramillo, Fernando; Krush, Michael T. (2020-03-11)
    This research investigates the effects of sales-service ambidexterity on salesperson role perceptions, behaviors, and customer satisfaction. Using a business-to-business, salesperson-customer sample, we build and test a ...

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