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Framing antecedents of salesperson performance in B2B : model and findings

Høgevold, Nils M.; Rodríguez, Rocío; Otero-Neira, Carmen - In: International journal of procurement management 19 (2024) 3, pp. 413-443

Persistent link: https://www.econbiz.de/10015064891

Precursors and outcomes of satisfaction in seller-customer business relationships : a sales perspective

Høgevold, Nils M.; Svensson, Göran; Mpinganjira, Mercy - In: International journal of procurement management 13 (2020) 4, pp. 531-552

Persistent link: https://www.econbiz.de/10012254622

Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

Høgevold, Nils M.; Rodríguez, Rocío; Otero-Neira, Carmen - In: Benchmarking : an international journal 31 (2024) 3, pp. 884-902

Persistent link: https://www.econbiz.de/10015397295

Organisational and environmental indicators of B2B sellers' sales performance in services firms

Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - In: European business review 34 (2022) 4, pp. 578-602

Persistent link: https://www.econbiz.de/10013412243

Proposing a sales performance motivational framework for B2B sellers in services firms

Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - In: European research on management and business economics 30 (2024) 1, pp. 1-14

This study tests a framework of business-to-business (B2B) sellers' sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results...

Persistent link: https://www.econbiz.de/10014518829

The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach

Rodríguez, Rocío; Høgevold, Nils M.; Otero-Neira, Carmen - In: Journal of organizational change management 36 (2023) 1, pp. 64-85

Persistent link: https://www.econbiz.de/10014280492

Organisational and environmental indicators of B2B sales performance

Høgevold, Nils M.; Rodríguez, Rocío; Svensson, Gøran; … - In: Marketing intelligence & planning 40 (2022) 1, pp. 33-56

Persistent link: https://www.econbiz.de/10013172882

The role of conflict and opportunism on the duality of satisfaction in B2B sales relationships

Ferro-Soto, Carlos; Padin, Carmen; Roberts-Lombard, Mornay - In: European business review 36 (2024) 6, pp. 870-898

Persistent link: https://www.econbiz.de/10015130318

The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships

Ferro-Soto, Carlos; Padin, Carmen; Svensson, Göran; … - In: The journal of business & industrial marketing 38 (2023) 1, pp. 235-251

Persistent link: https://www.econbiz.de/10013539060