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Improving professional selling effectiveness through the alignment of buyer and seller exchange approaches
Autry, Chad W.; Williams, Michael R.; Moncrief, William C. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 165-184
Persistent link: https://www.econbiz.de/10009745302
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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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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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Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.; Alavi, Sascha; Habel, Johannes - In: Journal of personal selling & sales management : JPSSM 43 (2023) 2, pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
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Marketing management
Marshall, Greg W.; Johnston, Mark W. - 2010 - Internat. ed.
Persistent link: https://www.econbiz.de/10003777491
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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