No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects
William L. Cron, Sascha Alavi, Johannes Habel, Jan Wieseke, Hanaa Ryari
| Year of publication: |
2021
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|---|---|
| Authors: | Cron, William L. ; Alavi, Sascha ; Habel, Johannes ; Wieseke, Jan ; Ryari, Hanaa |
| Published in: |
Journal of the Academy of Marketing Science. - Dordrecht : Springer Netherlands, ISSN 1552-7824, ZDB-ID 2067360-7. - Vol. 49.2021, 3, p. 502-520
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| Subject: | Personal selling | Time allocation | Decision strategy | Intuition | Salesperson-customer relationships | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | Zeitverwendung | Time use | Einzelhandel | Retail trade | Verkauf | Selling | Experiment | Entscheidung | Decision |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-020-00763-x [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012548062