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How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 51 (2015), pp. 100-114
Persistent link: https://www.econbiz.de/10011422779
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How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 62 (2017), pp. 36-50
Persistent link: https://www.econbiz.de/10011707050
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Taking the good with the bad : customer type as a segmentation criterion and differential influencer of sales performance
Shannahan, Rachelle J.; Shannahan, Kirby L. J.; Bush, … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 283-305
Persistent link: https://www.econbiz.de/10011532824
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The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared; Bush, Alan J.; Moncrief, William C.; … - In: Industrial marketing management : the international … 92 (2021), pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
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Toward addressing customer migration : measuring B2B salespersons' perceptions of customer ownership
Fergurson, J. Ricky; Marshall, Greg W.; Pelton, Lou E. - In: The journal of business & industrial marketing 39 (2024) 10, pp. 2057-2069
Persistent link: https://www.econbiz.de/10015095021