Converting purchase commitments into purchase fulfillments : an examination of salesperson characteristics and influence tactics
Melissa Clark
| Year of publication: |
2020
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|---|---|
| Authors: | Clark, Melissa |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 85.2020, p. 97-109
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| Subject: | Influence tactics | Salesperson behaviors | Commitments | Fulfillments | Verkaufspersonal | Salespeople | Arbeitsverhalten | Work behaviour | Konsumentenverhalten | Consumer behaviour | Beziehungsmarketing | Relationship marketing | Lieferkette | Supply chain |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2019.09.002 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012212081