Why salespeople avoid big-whale sales opportunities
Juan Xu, Michel van der Borgh, Edwin J. Nijssen, and Son K. Lam
| Year of publication: |
2022
|
|---|---|
| Authors: | Xu, Juan ; Borgh, Michel van der ; Nijssen, E. J. ; Lam, Son K. |
| Published in: |
Journal of marketing. - Thousand Oaks, CA : Sage Publishing, ISSN 1547-7185, ZDB-ID 2052318-X. - Vol. 86.2022, 5, p. 95-116
|
| Subject: | conservation-of-resources theory | prospecting | salesperson judgment | solution selling | uncertainty | Verkaufspersonal | Salespeople | Verkauf | Selling | Risiko | Risk | Theorie | Theory | B-to-B-Marketing | Business-to-business marketing |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1177/00222429211037336 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013390585