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
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|---|---|
| Authors: | Mangus, Stephanie M. ; Shi, Huanhuan ; Folse, Judith Anne Garretson ; Jones, Eli ; Sridhar, Shrihari |
| Published in: |
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy. - Amsterdam : Elsevier, ISSN 0167-8116, ZDB-ID 2014002-2. - Vol. 41.2024, 2, p. 194-219
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| 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 |
| 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 |
Persistent link: https://www.econbiz.de/10015057433