Rapport building in B2B sales interactions : the process and explananda
Sini Jokiniemi, Aino Halinen, Ellen Bolmans Pullins and Kenichi Hosoi
| Year of publication: |
2024
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|---|---|
| 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
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| 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 |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2023.2216935 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014575087