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Sequential Coherence as a Success Factor in Personal Selling

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  • Shanta R. Yapa
  • R. Senathiraja
  • Jurgen Poesche
  • Ilkka Kauranen

Abstract

Personal selling, especially in knowledge intensive contexts, demands effective knowledge transfer between all the parties involved. In our study, we have developed a new conceptual model of sequential coherence that helps to better understand knowledge flows in personal selling. The model describes how social capital, contact intensity, trust and rewards influence sequential coherence. Sequential coherence refers to the reciprocal result of the pushing effects induced by individuals of a teaching firm and the pulling effects induced by individuals of a learning firm that enables knowledge to flow across the boundaries of firms (Yapa et al., 2019). The objective of this concept paper is to explain how sequential coherence can be used as a success factor in personal selling of technology products. Our contribution is useful to both scholars and practitioners.

Suggested Citation

  • Shanta R. Yapa & R. Senathiraja & Jurgen Poesche & Ilkka Kauranen, 2020. "Sequential Coherence as a Success Factor in Personal Selling," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 12(2), pages 1-13, July.
    • Handle: RePEc:ibn:ijmsjn:v:12:y:2020:i:2:p:13
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    JEL classification:

    • R00 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - General - - - General
    • Z0 - Other Special Topics - - General

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