You've lost that learning feeling : drivers and drawbacks of channel partner disengagement with sales training
Cinthia Beccacece Satornino, Jan Pelser, Martin Wetzels, Ko de Ruyter, Dhruv Grewal
| Year of publication: |
2023
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|---|---|
| Authors: | Satornino, Cinthia B. ; Pelser, Jan ; Wetzels, Martin ; Ruyter, Ko de ; Grewal, Dhruv |
| 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. 113.2023, p. 258-276
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| Subject: | Channel partner relationships | Disengagement | Market turbulence | Sales role orientation | Salespeople | Sponsored training | Verkaufspersonal | Vertriebsweg | Distribution channel | Beziehungsmarketing | Relationship marketing | B-to-B-Marketing | Business-to-business marketing | Betriebliches Bildungsmanagement | Employer-provided training | Verkauf | Selling |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2023.06.006 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014433589