Communicating with B2B buyers after "Dropping the Ball" : uUsing digital and non-digital communication formats to recover from salesperson transgressions

Stephanie M. Mangus, Huanhuan Shi, Judith Anne Garretson Folse, Eli Jones, Shrihari Sridhar

Year of publication:	2024
Authors:	Mangus, Stephanie M. ; Shi, Huanhuan ; Folse, Judith Anne Garretson ; Jones, Eli ; Sridhar, Shrihari
Subject:	Communication formats \| Digital communication \| Relational transgressions \| Sales process transgressions \| Salesperson transgressions \| Verkaufspersonal \| Salespeople \| Kommunikation \| Communication \| B-to-B-Marketing \| Business-to-business marketing \| Interne Kommunikation \| Internal communication \| Digitalisierung \| Digitization \| Öffentlichkeitsarbeit \| Public relations \| Lieferantenmanagement \| Supplier relationship management

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Type of publication:	Article
Type of publication (narrower categories):	Aufsatz in Zeitschrift ; Article in journal
Language:	English
Other identifiers:	10.1016/j.ijresmar.2024.01.005 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

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