Influence of salesperson political skill : improving relationship building and reducing customer-directed deviance
Charles H. Schwepker, Jr. and Megan C. Good
| Year of publication: |
2021
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|---|---|
| Authors: | Schwepker, Charles H. <Jr.> ; Good, Megan C. |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 41.2021, 3, p. 200-217
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| Subject: | B2B sales | consequences of unethical behavior | customer relationship building | customer-directed deviance | moral intensity | neutralization techniques | political skill | Beziehungsmarketing | Relationship marketing | Verkaufspersonal | Salespeople | Lieferantenmanagement | Supplier relationship management | Arbeitsverhalten | Work behaviour | B-to-B-Marketing | Business-to-business marketing | Ethik | Ethics | Verhalten in Organisationen | Organizational behaviour | Unternehmensethik | Business ethics |
Online Resource
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2020.1858844 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012623646