The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Year of publication: |
2016
|
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Authors: | Guenzi, Paolo ; DeLuca, Luigi M. ; Spiro, Rosann L. |
Published in: |
The journal of business & industrial marketing. - Bingley : Emerald Publishing Limited, ISSN 0885-8624, ZDB-ID 649550-3. - Vol. 31.2016, 4, p. 553-564
|
Subject: | Sales force | Selling | Trust | Regression analysis | Adaptive selling | Selling orientation | Verkaufspersonal | Salespeople | Verkauf | Vertrauen | Confidence | Beziehungsmarketing | Relationship marketing | Konsumentenverhalten | Consumer behaviour |
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