How to leverage relational gatekeepers to improve sales performance : moderating effects of gatekeeper-salesperson Guanxi and gatekeeper-buyer Guanxi
Bei Ma, Jing Zhang
| Year of publication: |
2022
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|---|---|
| Authors: | Ma, Bei ; Zhang, Jing |
| 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. 107.2022, p. 108-119
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| Subject: | Relational gatekeeper | Sales performance | Affective commitment | Calculative commitment | Relational power | Personal power | Soziales Netzwerk | Social network | Beziehungsmarketing | Relationship marketing | China | Verkaufspersonal | Salespeople | Mitarbeiterbindung | Employee retention | Arbeitsleistung | Job performance | Lieferantenmanagement | Supplier relationship management | Verkauf | Selling |