Know your customer : how salesperson perceptions of customer relationship quality form and influence account profitability
Ryan R. Mullins, Michael Ahearne, Son K. Lam, Zachary R. Hall, & Jeffrey P. Boichuk
| Year of publication: |
2014
|
|---|---|
| Authors: | Mullins, Ryan R. ; Ahearne, Michael ; Lam, Son K. ; Hall, Zachary R. ; Boichuk, Jeffrey P. |
| Published in: |
Journal of marketing. - Thousand Oaks, CA : Sage Publishing, ISSN 0022-2429, ZDB-ID 218318-3. - Vol. 78.2014, 6, p. 38-58
|
| Subject: | salesperson accuracy | customer relationship management | dyadic modeling | perceptual bias | response surface analysis | Beziehungsmarketing | Relationship marketing | Verkaufspersonal | Salespeople | Wahrnehmung | Perception | Dienstleistungsqualität | Service quality | Konsumentenverhalten | Consumer behaviour | Kundenzufriedenheit | Customer satisfaction |
| 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/10010463459