Similar Search Results

The dilemma of outsourced customer service and care: Research propositions from a transaction cost perspective

Le Bon, Joël; Hughes, Douglas E. - In: Industrial marketing management : the international … 38 (2009) 4, pp. 404-410

Persistent link: https://www.econbiz.de/10008262371

The dilemma of outsourced customer service and care: Research propositions from a transaction cost perspective

Le Bon, Joël; Hughes, Douglas E. - In: Industrial marketing management : the international … 38 (2009) 4, pp. 404-411

Persistent link: https://www.econbiz.de/10008894877

Une innovation à souligner : la création d’un Observatoire ESSEC en Asie : les délais de paiement des entreprises cotées à Singapour et à Hong Kong

Le Bon, Joël; Koenig-Matsoukis, Laure - Université Paris-Dauphine (Paris IX) - 2009

Persistent link: https://www.econbiz.de/10011073011

The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities

Le Bon, Joël; Merunka, Dwight - In: International journal of research in marketing : IJRM ; … 23 (2006) 4, pp. 395-408

Persistent link: https://www.econbiz.de/10007396056

Understanding social media effects across seller, retailer, and consumer interactions

Rapp, Adam; Beitelspacher, Lauren Skinner; Grewal, Dhruv; … - In: Journal of the Academy of Marketing Science 41 (2013) 5, pp. 547-566

Persistent link: https://www.econbiz.de/10010162034

Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness

Ahearne, Michael; Hughes, Douglas E.; Schillewaert, Niels - In: International journal of research in marketing : IJRM ; … 24 (2007) 4, pp. 336-349

Persistent link: https://www.econbiz.de/10007879222

This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance

Hughes, Douglas E. - In: Journal of the Academy of Marketing Science 41 (2013) 1, pp. 1-18

Persistent link: https://www.econbiz.de/10010063339

Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills

Hughes, Douglas E.; Bon, Joël; Rapp, Adam - In: Journal of the Academy of Marketing Science 41 (2013) 1, pp. 91-110

Persistent link: https://www.econbiz.de/10010063344

How is marketers' credibility construed within the sales-marketing interface?

Malshe, Avinash - In: Journal of Business Research 63 (2010) 1, pp. 13-19

Extant sales-marketing interface research has ignored how salespeople interpret marketers' credibility. This paper integrates interdisciplinary research on credibility and the sales-marketing interface with interview data from 33 informants to expound three components of this phenomenon;...

Persistent link: https://www.econbiz.de/10008521671

Perception of unethical negotiation tactics: A comparative study of US and Saudi managers

Al-Khatib, Jamal A.; Malshe, Avinash; AbdulKader, Mazen - In: International Business Review 17 (2008) 1, pp. 78-102

The recent accession of Saudi Arabia to the World Trade Organization (WTO) will increase the country's participation in world trade and the Saudi market attractiveness to Foreign Direct Investment (FDI). As the opportunities for international trade grow, managers from across the globe, including...

Persistent link: https://www.econbiz.de/10009213033