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~person:"Guenzi, Paolo"
~subject:"Adaptive selling"
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Adaptive selling
Salespeople
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Verkaufspersonal
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Selling
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Beziehungsmarketing
5
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4
Firm performance
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Business-to-business marketing
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Guenzi, Paolo
Rippé, Cindy B.
3
Chawla, Vaibhav
2
Farida, Naili
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Guda, Sridhar
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Itani, Omar S.
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Industrial marketing management : the international journal for industrial and high-tech firms
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
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The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo
;
DeLuca, Luigi M.
;
Spiro, Rosann L.
- In:
The journal of business & industrial marketing
31
(
2016
)
4
,
pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
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2
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, Paolo
;
Baldauf, Artur
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
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