Browsing by Subject "Interpersonal"

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    Open Access
    Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms
    (Emerald, 2024-04-03) Høgevold, Nils M.; Rodriguez Herrera, Rocio; Otero-Neria, Carmen; Svensson, Göran; Comercialización e Investigación de Mercados
    Purpose. The purpose of the study was to benchmark meta-analytical conceptualizations of business-to-business (B2B) seller skills against empirical evidence in services firms. Design/methodology/approach. The study is based on a deductive approach and questionnaire survey focusing on a range of services firms from different industries and corporate sizes. A total of 389 questionnaires out of 732 were returned, generating a response rate of 53.1%.Findings: The study aims to provide empirical evidence and structures relating to B2B sellers' capabilities in a seven-dimensional conceptualization, all of which can be used in services firms to improve their seller efficiency. Each seller skill dimension performs a different function in the sales services process. Research limitations/implications. The authors conclude that the verified meta-analytical conceptualizations of B2B seller skills seem valid and reliable in services firms. Nevertheless, further research needs to be carried out, based on other company characteristics as well as industries. Practical implications. It reduces the risk perceived by customers in B2B services settings through cultivating the sellers' capabilities, based on the seven-dimensional evidence of seller skills to enhance sales performance. Originality/value. The study contributes to existing theory and previous studies by offering a foundation on which to structure sales performance indicators in services firms. Specifically, it contributes to structuring B2B seller skills across a selection of principal dimensions in B2B services settings.
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    Publication
    Open Access
    Las comunicaciones interpersonales como factor de aprendizaje
    (Universidad de Murcia, Servicio de Publicaciones, 2010) Cerezo Sánchez, Paco
    During the teaching of a learning course in network multiple communications appear, grow as trees that prevent from seeing the forest, until this forest of communications prevents from seeing each of the trees. The learning in network system works as a complex system, where the interventions of every part (pupil or teacher) influence all the rest. This document provides instruments that teachers could use to put in order this forest, to convert this forest into a garden of pleasure for all, facilitating in this way the learning processes.The teacher/trainer while acts as process facilitator, needs to understand and to handle communications and this ability is necessary both in the semantic level and in the relational level of the communication. This document develops the interpersonal communication competence of the teacher in his relational level. First it introduces a theoretical framework to analyse the interpersonal communications that take place in network learning groups; it then suggests a graphic on 2 dimensions to locate those communications (and roles) and propose an order to make decisions on what to do with those communications. Examples provided came from several learning courses given in network during 2002/2008 for trainers and adult technicians from the European Union and Latin-America.