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"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff; Plouffe, Christopher R.; Wolter, Jeremy - In: Industrial marketing management : the international … 43 (2014) 5, pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
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Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
Bonney, Leff; Hochstein, Bryan; Christenson, Brett; … - In: Industrial marketing management : the international … 85 (2020), pp. 152-166
Persistent link: https://www.econbiz.de/10012212130
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Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff; Plouffe, Christopher R.; Hochstein, Bryan; … - In: Industrial marketing management : the international … 88 (2020), pp. 339-351
Persistent link: https://www.econbiz.de/10012285372