The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Paolo Guenzi (Department of Marketing, Università Commerciale Luigi Bocconi, Milano, Italy), Luigi M. De Luca (Marketing and Strategy Section, Cardiff Business School, Cardiff, UK) and Rosann Spiro (Marketing Department, Kelley School of Business, Indiana University, Bloomington, Indiana, USA)
| Year of publication: |
2016
|
|---|---|
| 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 | B-to-B-Marketing | Business-to-business marketing | Konsumentenverhalten | Consumer behaviour |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/JBIM-02-2015-0037 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011496728