Allocation of salespeople's resources for generating new sales opportunities across four types of customers
Thuy D. Nguyen, Audhesh Paswan, Alan J. Dubinsky
| Year of publication: |
January 2018
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|---|---|
| Authors: | Nguyen, Thuy D. ; Paswan, Audhesh ; Dubinsky, Alan J. |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 68.2018, p. 114-131
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| Subject: | Resource allocation | Opportunity identification | New customers | Short-term customers | Long-term customers | Win-back customers | Beziehungsmarketing | Relationship marketing | Verkaufspersonal | Salespeople | Konsumentenverhalten | Consumer behaviour | Kundenintegration | Customer integration |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2017.10.006 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011822140