Building customer relationships while achieving sales performance results : is listening the holy grail of sales?
Omar S. Itani, Emily A. Goad, Fernando Jaramillo
| Year of publication: |
2019
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|---|---|
| Authors: | Itani, Omar S. ; Goad, Emily A. ; Jaramillo, Fernando |
| Published in: |
Journal of business research : JBR. - New York, NY : Elsevier, ISSN 0148-2963, ZDB-ID 189773-1. - Vol. 102.2019, p. 120-130
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| Subject: | Listening | Relational performance | Satisfaction & trust | Sales performance | Customer orientation | Adaptive selling | Beziehungsmarketing | Relationship marketing | Verkaufspersonal | Salespeople | Verkauf | Selling | Vertrauen | Confidence | Arbeitsleistung | Job performance | Absatz | Sales | Performance-Messung | Performance measurement | Lieferantenmanagement | Supplier relationship management | B-to-B-Marketing | Business-to-business marketing | Marketingmanagement | Marketing management | Erfolgsfaktor | Success factor |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jbusres.2019.04.048 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012103945