Do salesforce management systems actually drive salesperson intentions?
Rhett T. Epler, Laurianne Schmitt, David Mathis, Mark P. Leach, Bryan Hochstein
| Year of publication: |
2023
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|---|---|
| Authors: | Epler, Rhett T. ; Schmitt, Laurianne ; Mathis, David ; Leach, Mark P. ; Hochstein, Bryan W. |
| 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. 113.2023, p. 42-57
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| Subject: | Adaptive selling | Customer orientation | Salesforce control systems | Salesperson creativity | Scenario-based experiments | Video manipulations | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | Verkauf | Selling | Kreativität | Creativity | Manipulation | Kaufleute | Merchants |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2023.05.014 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014433598