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Customer loyalty to whom? : managing the benefits and risks of salesperson-owned loyalty

Palmatier, Robert W.; Scheer, Lisa K.; Steenkamp, … - In: Journal of marketing research : JMR 44 (2007) 2, pp. 185-199

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Handbook on customer centricity : strategies for building a customer-centric organization

Palmatier, Robert W. (ed.); Moorman, Christine (ed.); … - 2019

Contents: 1. Introduction to the Handbook on Customer Centricity -- Robert w. Palmatier, Christine Moorman, and Ju-Yeon Lee -- Part I: Organizational design perspectives on customer centricity -- 2. Customer centricity: A multi-year journey / Ajay K. Kohli, Bernie J. Jaworski, and Nabil Shabshab...

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Handbook on customer centricity : strategies for building a customer-centric organization

Palmatier, Robert W. (ed.); Moorman, Christine (ed.); … - 2019

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Building, measuring, and profiting from customer loyalty

Watson, George F., IV.; Beck, Joshua T.; Henderson, Conor M. - In: Journal of the Academy of Marketing Science 43 (2015) 6, pp. 790-825

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Relational selling : past, present and future

Arli, Denni; Bauer, Carlos; Palmatier, Robert W. - In: Industrial marketing management : the international … 69 (2018), pp. 169-184

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Effect of salespeople's acquisition-retention trade-off on performance

Carter, Robert E.; Henderson, Conor M.; Arroniz, Inigo; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 91-111

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Dynamic effects of newcomer salespersons' peer relational exchanges and structures on performance

Claro, Danny Pimentel; Ramos, Carla; Gonzalez, Gabriel R.; … - In: International journal of research in marketing : IJRM ; … 37 (2020) 1, pp. 74-92

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