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1
Storytelling by the sales force and its effect on buyer-seller exchange
Gilliam, David A.
;
Flaherty, Karen E.
- In:
Industrial marketing management : the international …
46
(
2015
),
pp. 132-142
Persistent link: https://www.econbiz.de/10011286969
Saved in:
2
Customer and
selling
orientations of retail
salespeople
and the sales manager's ability-to-perceive-emotions : a multi-level approach
Kadic-Maglajlic, Selma
;
Micevski, Milena
; …
- In:
Journal of business research : JBR
80
(
2017
),
pp. 53-62
Persistent link: https://www.econbiz.de/10011771437
Saved in:
3
Modeling specialty store customers' buy/no-buy decisions
Goudge, Darrell
;
Good, Megan C.
;
Hyman, Michael R.
- In:
International journal of retail & distribution management
45
(
2017
)
11
,
pp. 1260-1276
Persistent link: https://www.econbiz.de/10011815715
Saved in:
4
Adaptive
selling
in business-to-business markets : contextual boundary of a
selling
strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
5
Utilitarian and hedonic motivators of shoppers' decision to consult with
salespeople
Haas, Alexander
;
Kenning, Peter
- In:
Journal of retailing
90
(
2014
)
3
,
pp. 428-441
Persistent link: https://www.econbiz.de/10010408212
Saved in:
6
No conversion, no conversation : consequences of retail
salespeople
disengaging from unpromising prospects
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 502-520
Persistent link: https://www.econbiz.de/10012548062
Saved in:
7
Contribution of mindfulness to customer orientation and adaptive
selling
Charoensukmongkol, Peerayuth
- In:
International journal of services, economics and management
10
(
2019
)
4
,
pp. 335-356
Persistent link: https://www.econbiz.de/10012178953
Saved in:
8
Displays in food retailing : an evaluation from a sales perspective
Diederichs, Lorenz
;
Göbl, Martin
- In:
Journal of Applied Leadership and Management
6
(
2018
),
pp. 47-65
Purpose:
Marketing
literature has previously and repeatedly outlined the positive sales effects of displays in food …
Persistent link: https://www.econbiz.de/10012028884
Saved in:
9
Enhancing organizational sensemaking : an examination of the interactive effects of sales capabilities and
marketing
dashboards
Krush, Michael T.
;
Agnihotri, Raj
;
Trainor, Kevin J.
; …
- In:
Industrial marketing management : the international …
42
(
2013
)
5
,
pp. 824-835
Persistent link: https://www.econbiz.de/10010211301
Saved in:
10
A review of the interactive
marketing
literature in the context of personal
selling
and sales management : a research agenda
Rodriguez, Michael
;
Dixon, Andrea L.
;
Peltier, James W.
- In:
Journal of research in interactive marketing : …
8
(
2014
)
4
,
pp. 294-308
Persistent link: https://www.econbiz.de/10010433947
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