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Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity : the motivation-opportunity-ability framework
Zheng, Yaqin; Liu, Dong; Zheng, Yi; Zang, Zhimei - In: The journal of business & industrial marketing 37 (2022) 5, pp. 1111-1126
Persistent link: https://www.econbiz.de/10013399868
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The impact of salesperson customer orientation on sales performance via mediating mechansim
Singh, Rakesh; Vengopal, Pingali - In: The journal of business & industrial marketing 30 (2015) 5, pp. 594-607
Persistent link: https://www.econbiz.de/10011339841
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Workplace spirituality governance : impact on customer orientation and salesperson performance
Chawla, Vaibhav - In: The journal of business & industrial marketing 31 (2016) 4, pp. 498-506
Persistent link: https://www.econbiz.de/10011496552
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The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo; DeLuca, Luigi M.; Spiro, Rosann L. - In: The journal of business & industrial marketing 31 (2016) 4, pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
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Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio; Martín, Pedro Juan - In: The journal of business & industrial marketing 29 (2014) 5, pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
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Sales coordination and structural complexity : a national-international comparison
Rehme, Jakob; Kowalkowski, Christian; Nordigården, Daniel - In: The journal of business & industrial marketing 28 (2013) 6, pp. 514-522
Persistent link: https://www.econbiz.de/10009790079
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The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance : exploring the moderating role of selling experience
Singh, Ramendra; Das, Gopal - In: The journal of business & industrial marketing 28 (2013) 7, pp. 554-564
Persistent link: https://www.econbiz.de/10010125761
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Investigating sales approaches and gender in customer relationships
Wood, John Andy; Johnson, Julie; Boles, James S.; … - In: The journal of business & industrial marketing 29 (2014) 1, pp. 11-23
Persistent link: https://www.econbiz.de/10010252795
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Salesperson's listening ability as an antecedent to relationship selling
Drollinger, Tanya; Comer, Lucette B. - In: The journal of business & industrial marketing 28 (2013) 1, pp. 50-59
Persistent link: https://www.econbiz.de/10009723091
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A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rodríguez, Rocío; Høgevold, Nils; Otero-Neira, Carmen; … - In: The journal of business & industrial marketing 37 (2022) 1, pp. 180-194
Persistent link: https://www.econbiz.de/10012797127