The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context
Lisa L. Beeler, Nawar N. Chaker, Prachi Gala, and Alex R. Zablah
| Year of publication: |
2020
|
|---|---|
| Authors: | Beeler, Lisa L. ; Chaker, Nawar N. ; Gala, Prachi ; Zablah, Alex R. |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 40.2020, 2, p. 95-113
|
| Subject: | friend-selling ambiguity | friend-selling conflict | organizational identification | sales | Verkaufspersonal | Salespeople | Unternehmenskultur | Corporate culture | Mitarbeiterbindung | Employee retention | Beziehungsmarketing | Relationship marketing | Arbeitsverhalten | Work behaviour | Verkauf | Selling |
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