Research output per year
Research output per year
Personal profile
Research profile
Juan Xu graduated in 2014 at Tongji Univeristy(China) and ESC-Rennes Business School (France). Her master thesis is about the antecedents and contingent factors of firms‘ corporate social responsibility. Currently, she pursues a PhD at the school of industrial engineering and innovation sciences in the Innovation, Technology Entrepreneurship & Marketing group. Her research interests include serivce marketing, sales strategy, salespeople management(especially across cultural and psychological perspective) and relationship marketing.
Expertise related to UN Sustainable Development Goals
In 2015, UN member states agreed to 17 global Sustainable Development Goals (SDGs) to end poverty, protect the planet and ensure prosperity for all. This person’s work contributes towards the following SDG(s):
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Well Begun Is Half Done: The Predictive Power of Salespeople’s Initial Judgments of Prospects over Performance Outcomes: a contingency perspective
Xu, J., 12 Oct 2021, Eindhoven: Technische Universiteit Eindhoven. 146 p.Research output: Thesis › Phd Thesis 1 (Research TU/e / Graduation TU/e)
Open AccessFile42 Downloads (Pure) -
Why Salespeople Avoid Big-Whale Sales Opportunities
Xu, J., van der Borgh, W., Nijssen, E. J. & Lam, S. K., 21 Jul 2021, (E-pub ahead of print) In: Journal of Marketing. XX, XResearch output: Contribution to journal › Article › Academic › peer-review
1 Citation (Scopus) -
Identifying, analyzing, and finding solutions to the sales lead black hole: A design science approach
van der Borgh, W., Xu, J. & Sikkenk, M. H., Jul 2020, In: Industrial Marketing Management. 88, p. 136-151 16 p.Research output: Contribution to journal › Article › Academic › peer-review
5 Citations (Scopus)