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Sales representative departures and customer reassignment strategies in business-to-business markets

Shi, Huanhuan; Sridhar, Shrihari; Grewal, Rajdeep; … - In: Journal of marketing 81 (2017) 2, pp. 25-44

Persistent link: https://www.econbiz.de/10011697520

How to organize pricing? : vertical delegation and horizontal dispersion of pricing authority

Homburg, Christian; Jensen, Ove; Hahn, Alexander - In: Journal of marketing 76 (2012) 5, pp. 49-69

Persistent link: https://www.econbiz.de/10009782920

Erfolgreiches Management internationaler Geschäftsbeziehungen : organisationstheoretische Grundlagen, Marketing und interkulturelle Aspekte

Rauscher, Christian - 2002 - 1. Aufl.

Persistent link: https://www.econbiz.de/10001695325

Power symmetry and the development of trust in interdependent relationships : the mediating role of goal congruence

Cuevas, Javier Marcos; Julkunen, Saara; Gabrielsson, Mika - In: Industrial marketing management : the international … 48 (2015), pp. 149-159

Persistent link: https://www.econbiz.de/10011346697

The sequential logic of quality constructs in sales business relationships : model and findings

Ferro-Soto, Carlos; Padín, Carmen; Svensson, Göran; … - In: International journal of procurement management 19 (2024) 4, pp. 473-498

Persistent link: https://www.econbiz.de/10015064916

Asymmetrische Bindungen in Geschäftsbeziehungen : Einflussfaktoren im Business-to-Business-Bereich

Kühne, Bettina - 2008 - 1. Aufl.

Persistent link: https://www.econbiz.de/10003726666

Sales force behavior, pricing information, and pricing decisions

Elmaghraby, Wedad; Jank, Wolfgang; Zhang, Shu; … - In: Manufacturing & service operations management : M & SOM 17 (2015) 4, pp. 495-510

Persistent link: https://www.econbiz.de/10011387989

The nature and role of different types of commitment in inter-firm relationship cooperation

Sharma, Neeru; Young, Louise C.; Wilkinson, Ian F. - In: The journal of business & industrial marketing 30 (2015) 1, pp. 45-59

Persistent link: https://www.econbiz.de/10010526571

Serviceorientierung und Servicekompetenz von Kundenkontakt-Mitarbeitern

Coenen, Christian - In: Interaktionen im Dienstleistungsbereich, (pp. 341-374). 2001

Persistent link: https://www.econbiz.de/10001555437

Monitoring the Market or the Salesperson? The Value of Information in a Multi-Layer Supply Chain

Kung, Ling-Chieh; Chen, Ying-Ju - 2017

We study a supply chain in which a manufacturer relies on a salesperson to sell the products to the consumers. The sales outcome is determined by a random market condition and the salesperson's service level, both of which are privately observed by the salesperson. Apart from them, there are two...

Persistent link: https://www.econbiz.de/10014039735