Managing ad hoc sales encounters in B2B markets
Christian Schmitz, You-Cheong Lee, Lukas Isenberg, Gary L. Lilien
| Year of publication: |
2022
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|---|---|
| Authors: | Schmitz, Christian ; Lee, You-Cheong ; Isenberg, Lukas ; Lilien, Gary L. |
| 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. 105.2022, p. 33-47
|
| Subject: | Business-to-business marketing | Distrust | Sales management | Selling behaviors | Small accounts | Trust | B-to-B-Marketing | Verkauf | Selling | Vertrauen | Confidence | Verkaufspersonal | Salespeople | Lieferantenmanagement | Supplier relationship management | KMU | SME |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2022.04.010 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013494010