Choreographing salesperson face-to-face visits with a buyer organization : a social network perspective
Sebastian Forkmann, Ryan Mullins, Stephan C. Henneberg, Thomas L. Baker
| Year of publication: |
2022
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|---|---|
| Authors: | Forkmann, Sebastian ; Mullins, Ryan ; Henneberg, Stephan ; Baker, Thomas L. |
| Published in: |
Journal of the Academy of Marketing Science. - Dordrecht : Springer Netherlands, ISSN 1552-7824, ZDB-ID 2067360-7. - Vol. 50.2022, 3, p. 615-638
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| Subject: | Sales management | Salesperson choreographing | Salesperson–buyer organization tie | Social network theory | Within-tie change | Soziales Netzwerk | Social network | Verkaufspersonal | Salespeople | Verkauf | Selling |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-021-00826-7 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013199139