This study aims to create a conceptual model that identifies the characteristics that drive prospects away from cold calling and vice versa. As a result, the researcher begins by studying prior theories and models of sales management to discover the appropriate variables for this model. A model has been created and tested, providing a framework for understanding how to enhance the results of the sales cold calls on purchasing intention. In addition, the study concludes with recommendations and implications for marketing scholars and practitioners.

Excessive cold calling in the real estate development market can drive prospects away, but enhancing cold call results can improve purchasing intention.

Paper

Please leave me alone! Understanding the Effect of Excessive Cold Calling on Pushing the Prospects Away: The Case of Real Estate Development Market

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