Abstract/Details

A correlational study of the impact of core selling teams on customer satisfaction


2007 2007

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Abstract (summary)

Revenue growth is a major concern for business leaders and new go-to-market strategies are constantly being developed and implemented. This correlational research study examined the relationships between core selling teams (CSTs), transformational leadership, and the impact they have on customer satisfaction. The data was secured from customers of Company X, a global firm that offers services within the mission critical power design industry, that in 2005 opted to implement a CST approach to serve its key accounts. The literature review indicated that CSTs, which are considered a state of the art sales model, deserved further research. In addition, when CSTs were introduced into Company X, it included a change in organizational dynamics; therefore the impact of transformational leadership within a CST was included in the study. The investigation found support indicating that a CST approach had a positive relationship to increased customer satisfaction levels. The study confirmed Company X’s decision to implement CSTs for their most strategic customers. However, since the relationship between transformational leadership, CSTs, and customer satisfaction was inconsistent, it is an area of future research. Based on the results of the study, it is recommended that sales leaders within the specialized service industry consider a CST approach when formulating future revenue growth and relationship strategy.

Indexing (details)


Subject
Correlation analysis;
Studies;
Personal selling;
Customer satisfaction
Classification
0454: Management
Identifier / keyword
Social sciences; Core selling teams; Customer relationship management; Customer satisfaction; Leadership; Selling teams
Title
A correlational study of the impact of core selling teams on customer satisfaction
Author
Crader, Timothy J.
Number of pages
113
Publication year
2007
Degree date
2007
School code
0850
Source
DAI-A 68/10, Dissertation Abstracts International
Place of publication
Ann Arbor
Country of publication
United States
ISBN
9780549291510
University/institution
University of Phoenix
University location
United States -- Arizona
Degree
D.B.A.
Source type
Dissertations & Theses
Language
English
Document type
Dissertation/Thesis
Dissertation/thesis number
3286252
ProQuest document ID
304732252
Copyright
Database copyright ProQuest LLC; ProQuest does not claim copyright in the individual underlying works.
Document URL
http://search.proquest.com/docview/304732252
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