Similar Search Results

A sequential logic model between sales performance and salesperson satisfaction in B2B markets

Rodríguez, Rocío; Høgevold, Nils; Otero-Neira, Carmen; … - In: The journal of business & industrial marketing 37 (2022) 1, pp. 180-194

Persistent link: https://www.econbiz.de/10012797127

B to B sellers' skill level in sales performance : frameworks and findings

Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: Journal of business-to-business marketing 28 (2021) 3, pp. 265-281

Persistent link: https://www.econbiz.de/10012802187

Salespeople's sales performance skills in B2B of services firms : a cross-industrial study

Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: European business review 36 (2024) 2, pp. 201-224

Persistent link: https://www.econbiz.de/10014513321

The effect of social disruption on the use of technologies to digitize B2B processes and its impact on corporate performance

Rodríguez, Rocío; Høgevold, Nils; Molina-Castillo, … - In: The journal of business & industrial marketing 39 (2024) 8, pp. 1800-1808

Persistent link: https://www.econbiz.de/10015083763

New aspects of research to assess and manage critical incidents in service encounters : teleological actions, interactive interface and perceptual gaps

Padin, Carmen; Svensson, Göran; Otero-Neira, Carmen; … - In: International journal of contemporary hospitality management 27 (2015) 1, pp. 27-51

Persistent link: https://www.econbiz.de/10010516547

Framing antecedents of salesperson performance in B2B : model and findings

Høgevold, Nils M.; Rodríguez, Rocío; Otero-Neira, Carmen - In: International journal of procurement management 19 (2024) 3, pp. 413-443

Persistent link: https://www.econbiz.de/10015064891

Framing static and dynamic time-periods through the teleological lens in the implementation process of enterprise resource planning

Rodríguez, Rocío; Otero-Neira, Carmen; Svensson, Göran - In: Journal of business-to-business marketing 28 (2021) 4, pp. 395-420

Persistent link: https://www.econbiz.de/10012802199

Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

Høgevold, Nils M.; Rodríguez, Rocío; Otero-Neira, Carmen - In: Benchmarking : an international journal 31 (2024) 3, pp. 884-902

Persistent link: https://www.econbiz.de/10015397295

The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach

Rodríguez, Rocío; Høgevold, Nils M.; Otero-Neira, Carmen - In: Journal of organizational change management 36 (2023) 1, pp. 64-85

Persistent link: https://www.econbiz.de/10014280492

Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships

Ferro-Soto, Carlos; Padin, Carmen; Roberts-Lombard, Mornay - In: South African journal of business management 55 (2024) 1, pp. 1-14

Purpose: This study tests a research model that reflects the nomological relationship between satisfaction as a two-dimensional construct and continuity, coordination, and cooperation in business-to-business (B2B) sales relationships. Design/methodology/approach: The study sample comprised...

Persistent link: https://www.econbiz.de/10015197620