Salesperson improvisation : antecedents, performance outcomes, and boundary conditions
Year of publication: |
November 2016
|
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Authors: | Banin, Abena Yeboah ; Boso, Nathaniel ; Hultman, Magnus ; Souchon, Anne L. ; Hughes, Paul ; Nemkova, Ekaterina |
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. 59.2016, p. 120-130
|
Subject: | Industrial selling | Salesperson improvisation | Sales performance | Resource availability | Customer demandingness | Verkaufspersonal | Salespeople | Verkauf | Selling | Beziehungsmarketing | Relationship marketing | Performance-Messung | Performance measurement | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management |
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