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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

The outcome of company and account manager relationship quality on loyalty, relationship value and performance

Alejandro, Thomas Brashear; Souza, Daniela Vilaca; … - In: Industrial marketing management : the international … 40 (2011) 1, pp. 36-43

Persistent link: https://www.econbiz.de/10008907891

Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures

Friend, Scott B.; Curasi, Carolyn Folkman; Boles, James S. - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1124-1135

Persistent link: https://www.econbiz.de/10010439596

Buyer's relational desire and number of suppliers used: the relationship between perceived commitment and continuance

Rutherford, Brian N.; Boles, James S.; Barksdale, Hiram C. - In: Journal of marketing theory and practice 16 (2008) 3, pp. 247-257

Persistent link: https://www.econbiz.de/10003735492

An escalation of commitment perspective on allocation-of-effort decisions in professional selling

Mayberry, Robert; Boles, James Sanders; Donthu, Naveen - In: Journal of the Academy of Marketing Science 46 (2018) 5, pp. 879-894

Persistent link: https://www.econbiz.de/10011924781

The mediating role of cooperative norms in the formation of buyer commitment in the buyer-seller relationship

Vieira, Valter Afonso; Mayberry, Robert; Boles, James … - In: The journal of business & industrial marketing 38 (2023) 7, pp. 1409-1423

Persistent link: https://www.econbiz.de/10014314113

Does customer orientation impact objective sales performance? : insights from a longitudinal model in direct selling

Jaramillo, Fernando; Grisaffe, Douglas B. - In: The journal of personal selling & sales management : JPSSM 29 (2009) 2, pp. 167-178

Persistent link: https://www.econbiz.de/10003849213

Building customer relationships while achieving sales performance results : is listening the holy grail of sales?

Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130

Persistent link: https://www.econbiz.de/10012103945

Business-to-business marketing in Latin America

Brashear, Thomas G. (contributor); … - 2004

This special issue on "Business-to-business marketing in Latin America" features four articles and two case analyses and focuses on a variety of timely and pertinent issues. Latin American markets, running from the Rio Grande to Tierra del Fuego, are now emerging as market economies as they...

Persistent link: https://www.econbiz.de/10012672969