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Influence of formalization on the organizational commitment and work alienation of salespeople and industrial buyers
Michaels, Ronald E.; Cron, William L.; Dubinsky, Alan J.; … - In: Journal of marketing research : JMR 25 (1988) 4, pp. 376-383
Persistent link: https://www.econbiz.de/10001059785
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Imparting negative news to salespeople
Dubinsky, Alan J.; Kim, Juyoung; Lee, Sanghyun - In: Psychology & marketing 28 (2011) 8, pp. 803-824
Persistent link: https://www.econbiz.de/10009267751
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The impact of guanxi on ethical perceptions : the case of Taiwanese salespeople
Huang, Wen-yeh; Huang, Ching-yun; Dubinsky, Alan J. - In: Journal of business-to-business marketing 21 (2014) 1, pp. 1-17
Persistent link: https://www.econbiz.de/10010343533
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Lonely consumers and their friend the retail salesperso
Rippé, Cindy B.; Smith, Brent; Dubinsky, Alan J. - In: Journal of business research : JBR 92 (2018), pp. 131-141
Persistent link: https://www.econbiz.de/10011925320
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Selling in an asymmetric retail world : perspectives from India, Russia, and the US on buyer-seller information differential, perceived adaptive selling, and purchase intention
Rippé, Cindy B.; Weisfeld-Spolter, Suri; Dubinsky, Alan J. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 4, pp. 344-362
Persistent link: https://www.econbiz.de/10011629742
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Trust me, I’m a physician using sales skills : enhancing physician-patient communication through the personal selling process
Rippé, Cindy B.; Dubinsky, Alan J. - In: Health marketing quarterly 35 (2018) 4, pp. 245-265
Persistent link: https://www.econbiz.de/10011979388
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Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management
Anderson, Rolph E.; Cohen, Alex H.; Christ, Paul F.; … - In: Journal of marketing channels : distribution systems, … 26 (2020) 1, pp. 28-42
Persistent link: https://www.econbiz.de/10012258185
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The sales force management audit
Dubinsky, Alan J.; Hansen, Richard W. - In: California management review 24 (1981) 2, pp. 86-95
Persistent link: https://www.econbiz.de/10003533346