Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Christian Schmitz, You-Cheong Lee, & Gary L. Lilien
| Year of publication: |
2014
|
|---|---|
| Authors: | Schmitz, Christian ; Lee, You-Cheong ; Lilien, Gary L. |
| Published in: |
Journal of marketing. - Thousand Oaks, CA : Sage Publishing, ISSN 0022-2429, ZDB-ID 218318-3. - Vol. 78.2014, 3, p. 1-19
|
| Subject: | sales management | cross-selling | business-to-business marketing | leadership behavior | compensation | B-to-B-Marketing | Business-to-business marketing | Verkauf | Selling | Verkaufspersonal | Salespeople | Führungsstil | Leadership style | Beziehungsmarketing | Relationship marketing |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10010360457