Better to be the same or different? : paired customer and selling orientations and their impact on the exploitation of relationship-specific investments (RSIs) in dyads
Fabrizio Zerbini, Gaetano “Nino” Miceli, Manuela De Carlo
| Year of publication: |
2024
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|---|---|
| Authors: | Zerbini, Fabrizio ; Miceli, Gaetano ; De Carlo, Manuela |
| Published in: |
European management journal. - Amsterdam [u.a.] : Elsevier Science, ISSN 0263-2373, ZDB-ID 2013159-8. - Vol. 42.2024, 3, p. 385-396
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| Subject: | Buyer-seller relationships | Customer orientation | IORs | Paired strategic orientations | RSIs | Selling orientation | Beziehungsmarketing | Relationship marketing | Lieferantenmanagement | Supplier relationship management | Verkauf | Selling | Marketingmanagement | Marketing management | Verkaufspersonal | Salespeople |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.emj.2022.10.008 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10015053178