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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
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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
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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
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Integrating sales and marketing
Troilo, Gabriele - In: Sales management : a multinational perspective, (pp. 39-69). 2011
Persistent link: https://www.econbiz.de/10008858700
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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