On the nature of international sales and sales management research : a social network-analytic perspective
Year of publication: |
March 2018
|
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Authors: | Schrock, Wyatt A. ; Zhao, Yanhui ; Richards, Keith A. ; Hughes, Douglas E. ; Amin, Mohammad Sakif |
Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 38.2018, 1, p. 56-77
|
Subject: | international sales | global sales | cross-cultural issues | buyer-seller relationships | sales-force control | sales management | selling activities | selling techniques | adaptive selling | international business | global account management | organizational frontline research | social network analysis | Verkauf | Selling | Verkaufspersonal | Salespeople | Internationales Marketing | International marketing | Vertrieb | Physical distribution | Multinationales Unternehmen | Transnational corporation | Lieferantenmanagement | Supplier relationship management | B-to-B-Marketing | Business-to-business marketing | Key-Account-Management | Key account management |
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