Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Marta Giovannetti, Arun Sharma, Silvio Cardinali, Elena Cedrola, Deva Rangarajan
| Year of publication: |
2022
|
|---|---|
| Authors: | Giovannetti, Marta ; Sharma, Arun ; Cardinali, Silvio ; Cedrola, Elena ; Rangarajan, Deva |
| 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. 107.2022, p. 433-449
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| Subject: | Salespeople | Salesforce | Sales management | Sales organization | Change | Attitude toward change | Verkaufspersonal | Verkauf | Selling | Organisatorischer Wandel | Organizational change |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2022.10.021 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014230725