A Conceptual Exploration of How B2B Salesperson Fear of Innovation Influences Role Stress and Customer-Perceived Service Quality

Edward Nowlin ()
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Edward Nowlin: Kansas State University

Chapter 7 in Customer Centric Support Services in the Digital Age, 2024, pp 131-152 from Springer

Abstract: Abstract The chapter offers a theoretical framework for a salesperson’s fear of innovation, including the relationship between technological innovation, role stress, salesperson resistance to knowledge sharing, and customer-perceived service quality. In addition, it identifies the different sales technologies. Finally, it offers theoretical and managerial contributions and directions for future research.

Keywords: Technological innovation; Role Stress; Role obsolescence; Knowledge sharing resistance; Customer-perceived service quality (search for similar items in EconPapers)
Date: 2024
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-031-37097-7_7

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DOI: 10.1007/978-3-031-37097-7_7

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