Rapport building in B2B sales interactions : the process and explananda

Sini Jokiniemi, Aino Halinen, Ellen Bolmans Pullins and Kenichi Hosoi

Year of publication:	2024
Authors:	Jokiniemi, Sini ; Halinen, Aino ; Pullins, Ellen Bolmans ; Hosoi, Kenichi
Published in:	Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 44.2024, 2, p. 177-195
Subject:	abductive study \| business-to-business \| rapport building \| rapport management \| selling \| B-to-B-Marketing \| Business-to-business marketing \| Lieferantenmanagement \| Supplier relationship management \| Verkauf \| Selling \| Beziehungsmarketing \| Relationship marketing

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