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Author: search.filters.author.Onyemah, VincentSubject: search.filters.subject.Change management

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    Item type:Publication,
    Salesperson resistance to change: an empirical investigation of antecedents and outcomes
    (Emerald Group Publishing Limited, 2012)
    Jaramillo, Fernando
    ;
    Prakash Mulki, Jay
    ;
    Onyemah, Vincent
    ;
    Rivera-Pesquera, Martha
    Purpose: The purpose of this paper is to investigate why salespeople resist change and the impact of resistance to change on customer responsiveness and performance outcomes. Design/methodology/approach: Survey responses derived from 233 salespeople from three large financial institutions in Mexico are used to test relationships involving salespersons’ resistance to change. Publisher: Emerald Group Publishing Limited Copyright © 2012, Emerald Group Publishing Limited
    Scopus© Citations 14  17  2