Transformational Selling
Type
fundamental research project
Start Date
April 1, 2009
End Date
March 31, 2010
Status
ongoing
Keywords
Personal Selling
Transformational Leadership
Customer Voluntary Performance
Value Co-creation
Description
The search for competitive advantage through superior customer relationships has led to substantial realignment of the role of a company's sales force. When a sales firm strives for optimal value creation in terms of full exploitation of the potential of the buyer-seller relationship, salespeople should devote their attention to a "transformational" selling style. This research project aims to conceptualize and empirically validate the novel construct of Transformational Selling, as well as to examine its relevance for achieving above-average sales performance. This research project is sponsored by the Research Fund (GFF) of the University of St. Gallen.
Leader contributor(s)
Funder
Topic(s)
scale validation
modeling
hypotheses testing
Method(s)
exploratory and confirmatory factor analysis
covariance structure analysis
Range
Institute/School
Range (De)
Institut/School
Division(s)
Eprints ID
52671
Funding code
G12542101