Browsing School of Management (SoM) by Supervisor "Ryals, Lynette"

Now showing items 1-4 of 4

Exploring leadership behaviours perceived to enable salesperson performance

Boehnke Peesker, Karen (2016-10)

This exploratory study builds on previous sales leadership research by examining, comparing, and contrasting sales leaders’ and sales representatives’ perceptions of what leadership behaviours enable salesperson performance. ...
The factors affecting the auditor selection decisions of FTSE 350 companies in competitive tenders

Drew, Philip (Cranfield University, 2015-04)

Auditing provides an important role supporting the function of financial markets where information asymmetry exists between shareholders and management. The audit market for the largest publicly listed UK companies, those ...
Key account management in an Arab context

Al-Hussan, Fawaz Ziyad Ihsan (Cranfield University, 2011-12)

This study sought to contribute to the literature on key account management (KAM) relationships. In doing so, it aimed to address a number of gaps in the existing literature, particularly a noticeable lack of research into ...
Key account manager's internal selling role : an exploration of interpersonal conflict

Speakman, James Ian Forbes (Cranfield University, 2008-11)

Acting in a boundary spanning role within their organisations, the key account manager in representing their customers’ needs internally is required to manage a wide range of complex internal relationships. This can often ...

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