Satisfactory listening : the differential role of salesperson communication in (co)creating value for B2B buyers
Mehdi Tanzeeb Hossain, Jonathan Ross Gilbert
| Year of publication: |
2021
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|---|---|
| Authors: | Hossain, Mehdi Tanzeeb ; Gilbert, Jonathan Ross |
| 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. 98.2021, p. 222-240
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| Subject: | Business-to-business (B2B) | Dual process theory | Dyadic buyer-seller relationships | Listening | Salesperson communication | Value (co)creation | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | Betriebliche Wertschöpfung | Value creation | Kommunikation | Communication | Kundenwert | Customer value | Interne Kommunikation | Internal communication |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2021.08.010 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10013206350