Marketing and Sales
Our PhD students
- Role Title: PhD Student
- Address: Richmond Building Portland Street Portsmouth PO1 3DE
- Telephone: tbc
- Email: email@example.com
- Department: Marketing and Sales
- Faculty: Portsmouth Business School
Nationality: Director of Studies: Beth Rogers Year of Graduation:
I am currently researching into the causes of sales failure, specifically exploring why a supplier’s proposal achieves second place in the competition to win the business. Research objectives include identifying what decision makers in B2B organizations think suppliers should do to become more successful and exploring which facets of a sales proposal are most often missing in failed bids. It is anticipated that this work will add to academic knowledge through the creation of a theoretical model of sales failure.
Previous research has including exploring Organizational Socialization in respect of UK salespeople.