Salesperson resistance to change: an empirical investigation of antecedents and outcomes
Journal
International Journal of Bank Marketing
ISSN
0265-2323
Publisher
Emerald Group Publishing Limited
Date Issued
2012
Author(s)
Jaramillo, Fernando
Prakash Mulki, Jay
Onyemah, Vincent
Rivera-Pesquera, Martha
Type
Resource Types::text::journal::journal article
Abstract
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
How to cite
Jaramillo, F., Mulki, J.P., Onyemah, V. and Rivera Pesquera, M. (2012), "Salesperson resistance to change: an empirical investigation of antecedents and outcomes", International Journal of Bank Marketing, Vol. 30 No. 7, pp. 548-566. https://doi.org/10.1108/02652321211274318 Publisher: Emerald Group Publishing Limited Copyright © 2012, Emerald Group Publishing Limited