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Buyer-seller uncertainty : a systematic review and future research directions
Mullins, Ryan; Chase, Kevin S.; Friend, Scott B. - In: Journal of personal selling & sales management : JPSSM 44 (2024) 1, pp. 29-49
Persistent link: https://www.econbiz.de/10014515162
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Absolute versus relative sales failure
Johnson, Jeff S.; Friend, Scott B.; Rutherford, Brian N.; … - In: Journal of business research : JBR 69 (2016) 2, pp. 596-603
Persistent link: https://www.econbiz.de/10011436002
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Mixed interpretations of sales proposal signals
Johnson, Jeff S.; Friend, Scott B.; Malshe, Avinash - In: The journal of personal selling & sales management : JPSSM 36 (2016) 3, pp. 264-280
Persistent link: https://www.econbiz.de/10011565546
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The effect of managerial cost prioritization on sales force turnover
Skiba, Jennifer; Saini, Amit; Friend, Scott B. - In: Journal of business research : JBR 69 (2016) 12, pp. 5917-5924
Persistent link: https://www.econbiz.de/10011597556
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Marketing strategy implementation impediments and remedies : a multi-level theoretical framework within the sales-marketing interface
Malshe, Avinash; Hughes, Douglas E.; Good, Valerie; … - In: International journal of research in marketing : IJRM ; … 39 (2022) 3, pp. 824-846
Persistent link: https://www.econbiz.de/10013399628