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Antecedents of existing and new products selling: A Job Demands-Resources (Jd-R) conceptual model

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dc.title Antecedents of existing and new products selling: A Job Demands-Resources (Jd-R) conceptual model en
dc.contributor.author Rivas, Adriana A. Amaya
dc.contributor.author Phan, Quyen Phu Thi
dc.contributor.author Amaya Rivas, Jorge Luis
dc.relation.ispartof 13th Annual International Bata Conference for Ph.D. Students and Young Researchers (DOKBAT)
dc.identifier.isbn 978-80-7454-654-9
dc.date.issued 2017
dc.citation.spage 10
dc.citation.epage 20
dc.event.title 13th Annual International Bata Conference for Ph.D. Students and Young Researchers (DOKBAT)
dc.event.location Zlín
utb.event.state-en Czech Republic
utb.event.state-cs Česká republika
dc.event.sdate 2017-04-26
dc.event.edate 2017-04-27
dc.type conferenceObject
dc.language.iso en
dc.publisher Tomas Bata University in Zlín
dc.identifier.doi 10.7441/dokbat.2017.01
dc.relation.uri http://dokbat.utb.cz/wp-content/uploads/DOKBAT2017.pdf
dc.subject product selling performance en
dc.subject job's demands en
dc.subject product complexity en
dc.subject learning orientation en
dc.subject conceptual framework en
dc.description.abstract New product development (NPD) has gained more attention in innovation literature. Due to NPD may determine the unique position that organizations may conquer. However, few studies have examined how salespeople decide to sell existing products and new products. This importance relies on the premise that new products need to be sold by organization's salesforce. The objectives of this study is to (1) to develop a comprehensive and integrative conceptual framework of the antecedents of salesperson existing and new product selling based on the job demands-resources (JD-R). Based on an extensive literature review and the proposed conceptual framework, a self-administered survey will be develop and will be sent to more than 400 salespeople in high-tech's organizations in Taiwan. Then, SPSS and partial least squares (PLS) will be employed to provide a descriptive analysis of the collected data and for further hypotheses testing. Finally, the study will show the expected findings and expected implications for the current literature and for practitioners. en
utb.faculty Faculty of Management and Economics
dc.identifier.uri http://hdl.handle.net/10563/1008693
utb.identifier.rivid RIV/70883521:28120/17:63517836!RIV18-MSM-28120___
utb.identifier.obdid 43877708
utb.identifier.wok 000466528800001
utb.source d-wok
dc.date.accessioned 2019-08-07T11:46:07Z
dc.date.available 2019-08-07T11:46:07Z
utb.contributor.internalauthor Phan, Quyen Phu Thi
utb.fulltext.affiliation Adriana A. Amaya Rivas, Phan Thi Phu Quyen, Jorge Luis Amaya Rivas Department of International Business Administration, Chinese Culture University No. 55, Hwa-Kang Rd., Yang-Ming Shan, Taipei, 11114, Taiwan Corresponding author adrianaamayarivas@gmail.com Faculty of Management and Economics, Tomas Bata University in Zlín T.G Masaryka 5555, 760 01, Zlin - Czech Republic phuquyen.due@gmail.com Escuela Superior Politécnica del Litoral, ESPOL, Facultad de Ingeniería Mecánica y Ciencias de la Producción, Campus Gustavo Galindo Km 30.5 Vía Perimetral, P.O. Box 09-01-5863, Guayaquil, Ecuador jorge-luis.amaya@espol.edu.ec
utb.fulltext.dates -
utb.wos.affiliation [Rivas, Adriana A. Amaya] Chinese Culture Univ, Dept Int Business Adm, 55 Hwa Kang Rd, Taipei 11114, Taiwan; [Phan Thi Phu Quyen] Tomas Bata Univ, Fac Econ & Management, TG Masaryka 5555, Zlin 76001, Czech Republic; [Amaya Rivas, Jorge Luis] ESPOL, Escuela Super Politecn Litoral, Fac Ingn Mecan & Ciencias Prod, Campus Gustavo Galindo Km 30-5 Via Perimetral, Guayaquil, Ecuador
utb.fulltext.faculty Faculty of Management and Economics
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