The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Paolo Guenzi; Artur Baldauf; Nikolaos G. Panagopoulos
| Year of publication: |
2014
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|---|---|
| Authors: | Guenzi, Paolo ; Baldauf, Artur ; Panagopoulos, Nikolaos G. |
| 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. 43.2014, 5, p. 786-800
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| Subject: | Sales control | Customer-directed selling behaviors | Customer-oriented selling | Adaptive selling | Verkauf | Selling | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10010404086