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Generating Leads with Sequential Persuasion: Should Sales Influence Tactics be Consistent or Complementary?

Year of publication

2017

Authors

Pöyry, Essi Ilona; Parvinen, Petri Mika Tapani; McFarland, Richard G.

Organizations and authors

Aalto University

Pöyry Essi

Parvinen Petri

University of Helsinki

Pöyry Essi Ilona

Parvinen Petri Mika Tapani

Publication type

Publication format

Article

Parent publication type

Journal

Article type

Original article

Audience

Scientific

Peer-reviewed

Peer-Reviewed

MINEDU's publication type classification code

A1 Journal article (refereed), original research

Publication channel information

Journal/Series

Journal of personal selling and sales management

Parent publication name

Journal of Personal Selling and Sales Management

Publisher

TAYLOR & FRANCIS

Volume

37

Issue

2

Pages

89-99

ISSN

0885-3134

​Publication forum

61311

​Publication forum level

1

Open access

Open access in the publisher’s service

No

Self-archived

No

Other information

Fields of science

Business and management

Keywords

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Internationality of the publisher

International

Language

English

International co-publication

Yes

Co-publication with a company

No

DOI

10.1080/08853134.2016.1275973

The publication is included in the Ministry of Education and Culture’s Publication data collection

Yes