The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Leff Bonney, Lisa L. Beeler, Ross W. Johnson, Bryan Hochstein
| Year of publication: |
2022
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| Authors: | Bonney, Leff ; Beeler, Lisa L. ; Johnson, Ross W. ; Hochstein, Bryan |
| 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. 104.2022, p. 352-365
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| Subject: | Customer education | Customer learning | Knowledge broker | Profitability | Sales influence tactics | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | Konsumentenverhalten | Consumer behaviour | Vermittlungstätigkeit | Intermediation | Wissensmanagement | Knowledge management | Wissenstransfer | Knowledge transfer | Verkauf | Selling | Kaufentscheidung | Purchase decision |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2022.05.001 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013326862