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Delusive perception : antecedents and consequences of salespeople's misperception of customer commitment
Homburg, Christian; Bornemann, Torsten; Kretzer, Max - In: Journal of the Academy of Marketing Science 42 (2014) 2, pp. 137-153
Persistent link: https://www.econbiz.de/10010345196
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We are not on the same page : the effects of salesperson trust overestimation on customer satisfaction and relationship performance
Mangus, Stephanie M.; Jones, Eli; Folse, Judith Anne … - In: Industrial marketing management : the international … 109 (2023), pp. 58-70
Persistent link: https://www.econbiz.de/10014282226
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Cultural adaptation in cross-national buyer-seller relationships : a study of Russian buyers and Norwegian sellers of seafood
Voldnes, Gøril; Grønhaug, Kjell - In: International journal of emerging markets 10 (2015) 4, pp. 837-857
Persistent link: https://www.econbiz.de/10011489473
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Purchaser perceptions of early phase supplier relationships : the role of similarity and likeability
Nagel, Duane M.; Giunipero, Larry C.; Jung, Hyeyoon; … - In: Journal of business research : JBR 128 (2021), pp. 174-186
Persistent link: https://www.econbiz.de/10012494450
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How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S. - In: International journal of research in marketing : IJRM ; … 40 (2023) 3, pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
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Investigating sales approaches and gender in customer relationships
Wood, John Andy; Johnson, Julie; Boles, James S.; … - In: The journal of business & industrial marketing 29 (2014) 1, pp. 11-23
Persistent link: https://www.econbiz.de/10010252795
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Utilization of relationship-oriented social media in the selling process : a comparison of consumer (B2C) and industrial (B2B) salespeople
Moore, Jesse N.; Hopkins, Christopher D.; Raymond, Mary Anne - In: Journal of internet commerce 12 (2013) 1/4, pp. 48-75
Persistent link: https://www.econbiz.de/10010248490
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Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio; Martín, Pedro Juan - In: The journal of business & industrial marketing 29 (2014) 5, pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
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How buyer-seller relationship orientation affects adaptation of sales processes to the buying process
Viio, Paul; Grönroos, Christian - In: Industrial marketing management : the international … 52 (2016), pp. 37-46
Persistent link: https://www.econbiz.de/10011447488
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A sales process framework to regain B2B customers
Liu, Annie; Leach, Mark; Chugh, Richa - In: The journal of business & industrial marketing 30 (2015) 8, pp. 906-914
Persistent link: https://www.econbiz.de/10011496790