How do the combinations of sales control systems influence sales performance? : the mediating roles of distinct customer-oriented behaviors
Zhimei Zang, Dong Liu, Yaqin Zheng, Chuanming Chen
| Year of publication: |
2020
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| Authors: | Zang, Zhimei ; Liu, Dong ; Zheng, Yaqin ; Chen, Chuanming |
| 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. 84.2020, p. 287-297
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| Subject: | Functional customer-oriented behaviors | Relational customer-oriented behaviors | Sales control systems | Sales performance | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | Verkauf | Selling | Absatz | Sales | Arbeitsverhalten | Work behaviour | B-to-B-Marketing | Business-to-business marketing |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2019.07.015 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012162594