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Know Your Customer : How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability

Mullins, Ryan; Ahearne, Michael; Lam, Son K.; Hall, Zachary - 2015

Firms often utilize salesperson intelligence in marketing strategies to improve sales performance. However, this approach is problematic if the information is based on inaccurate perceptions. In light of this, the authors introduce a theoretical model to study the antecedents and profit impact...

Persistent link: https://www.econbiz.de/10014138827

The future of buyer-seller interactions : a conceptual framework and research agenda

Ahearne, Michael; Atefi, Yashar; Lam, Son K.; … - In: Journal of the Academy of Marketing Science 50 (2022) 1, pp. 22-45

Persistent link: https://www.econbiz.de/10012819737

Know your customer : how salesperson perceptions of customer relationship quality form and influence account profitability

Mullins, Ryan R.; Ahearne, Michael; Lam, Son K.; Hall, … - In: Journal of marketing 78 (2014) 6, pp. 38-58

Persistent link: https://www.econbiz.de/10010463459

Effects of co-creation claim on consumer brand perceptions and behavioural intentions

Van Dijk, Joyce; Antonides, Gerrit; Schillewaert, Niels - In: International journal of consumer studies 38 (2014) 1, pp. 110-118

Persistent link: https://www.econbiz.de/10010242777

Individual differences in motivation to praticipate in online panels : the effect on response rate and response quality perceptions

Brüggen, Elisabeth; Wetzels, Martin; Ruyter, Ko de; … - In: International journal of market research : JMRS ; the … 53 (2011) 3, pp. 369-390

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The proximity effect : the role of interitem distance on reverse-item bias

Weijters, Bert (contributor); Geuens, Maggie (contributor); … - 2008

Persistent link: https://www.econbiz.de/10003802883

The proximity effect : the role of inter-item distance on reverse-item bias

Weijters, Bert; Geuens, Maggie; Schillewaert, Niels - In: International journal of research in marketing : IJRM ; … 26 (2009) 1, pp. 2-12

Persistent link: https://www.econbiz.de/10003822799

A strategic perspective on sales promotions

Gelb, Betsy D.; Andrews, Demetra; Lam, Son K. - 2009

Persistent link: https://www.econbiz.de/10003836358

Salesperson ambidexterity in customer engagement : do customer base characteristics matter?

Lam, Son K.; DeCarlo, Thomas E.; Sharma, Ashish - In: Journal of the Academy of Marketing Science 47 (2019) 4, pp. 659-680

Persistent link: https://www.econbiz.de/10012107276

Understanding complexity, transforming the marketplace : AMA Winter Academic Conference 2019 : AMA educators proceedings volume 90 : Austin, Texas, USA, 22-24 February 2019

Lam, Son K. (ed.); Luo, Xueming (ed.); Giesler, Markus (ed.) - AMA Winter Academic Conference <2019, Austin, Tex.> - 2019

Persistent link: https://www.econbiz.de/10012256234