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Organizational drivers of salespeople's customer orientation and selling orientation

Guenzi, Paolo; DeLuca, Luigi M.; Troilo, Gabriele - In: The journal of personal selling & sales management : JPSSM 31 (2011) 3, pp. 269-285

Persistent link: https://www.econbiz.de/10009270841

The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective

Guenzi, Paolo; DeLuca, Luigi M.; Spiro, Rosann L. - In: The journal of business & industrial marketing 31 (2016) 4, pp. 553-564

Persistent link: https://www.econbiz.de/10011496728

Dispersion of influence between marketing and sales : its effects on superior customer value and market performance

Troilo, Gabriele; Luca, Luigi M. de; Guenzi, Paolo - In: Industrial marketing management : the international … 38 (2009) 8, pp. 872-882

Persistent link: https://www.econbiz.de/10003924775

The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective

Guenzi, Paolo; De Luca, Luigi M.; Spiro, Rosann - In: Journal of Business & Industrial Marketing 31 (2016) 4, pp. 553-564

Purpose This paper aims to examine the impact of customer perceptions about a salesperson’s combined use of adaptive selling (AS) and selling orientation (SO) on customer trust in the salesperson. Based on insights from attribution theory, the contingency model of salespeople’ effectiveness,...

Persistent link: https://www.econbiz.de/10014843757

Integrating sales and marketing

Troilo, Gabriele - In: Sales management : a multinational perspective, (pp. 39-69). 2011

Persistent link: https://www.econbiz.de/10008858700

The dual mechanism of sales capabilities in influencing organizational performance

Guenzi, Paolo; Sajtos, Laszlo; Troilo, Gabriele - In: Journal of business research : JBR 69 (2016) 9, pp. 3707-3713

Persistent link: https://www.econbiz.de/10011515242