Search Results - subject:"B2B relationship"

Organisational and environmental indicators of B2B sellers' sales performance in services firms

Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - In: European business review 34 (2022) 4, pp. 578-602

Persistent link: https://www.econbiz.de/10013412243

The impact of social capital and transaction efficacy on salesperson performance

Mallapragada, Girish; Gupta, Aditya; Josephson, Brett - In: Production and operations management : the flagship … 31 (2022) 9, pp. 3525-3542

Persistent link: https://www.econbiz.de/10013419341

Customer-oriented salespeople's value creation and claiming in price negotiations

Kassemeier, Roland; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 50 (2022) 4, pp. 689-712

Persistent link: https://www.econbiz.de/10013389228

Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)

Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42

The association between selling orientation and customer orientation and sales success has been a matter of intensive research since the publication of the selling orientation-customer orientation (SOCO) score in the early 1980's. However, which attitudes predispose salespeople for high...

Persistent link: https://www.econbiz.de/10014246502

The dynamics of successful collaboration in B2B relationships : strategies and best practices from global firms

Gandhi, Mehak - 2022

Persistent link: https://www.econbiz.de/10014252025

The new digital sales enablers

Cantù, Chiara; Martinelli, Elisa Martina - In: Piccola impresa : rivista internazionale di studi e ricerche (2022) 3, pp. 22-42

Persistent link: https://www.econbiz.de/10014259153

Digitaler Schatten der Kundeninteraktionen produzierender Unternehmen

Schacht, Maximilian - 2022 - 1. Auflage

Persistent link: https://www.econbiz.de/10014286037

Improving negotiation success in B2B sales organizations : is structured negotiation management a success factor?

Mayer, Markus; Voeth, Markus - In: Journal of business economics : JBE 92 (2022) 2, pp. 163-196

Persistent link: https://www.econbiz.de/10013187195

What is the value of entrepreneurial orientation on the network and performance? : an examination in trade fairs context

Silva, Pedro; Vale, Vera Teixeira; Moutinho, Victor Ferreira - In: Innovation & management review 19 (2022) 1, pp. 62-83

Purpose - The purpose of this paper is to examine the influence of entrepreneurial orientation on the network and exhibitor's performance. The entrepreneurial orientation is seen as a highly competitive factor for the company, which can foster its trade fair business. Design/methodology/approach...

Persistent link: https://www.econbiz.de/10013177500

From the editors : introduction to the emerging discourse incubator on the topic of leveraging multiple types of resources within the supply network for competitive advantage

Cantor, David E.; Yan, Tingting; Pagell, Mark; Tate, … - In: The journal of supply chain management 58 (2022) 2, pp. 3-7

Persistent link: https://www.econbiz.de/10013178065