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Outward-looking and future-oriented customer value potential management : the sales force value appropriation role
Balboni, Bernardo; Terho, Harri - In: Industrial marketing management : the international … 53 (2016), pp. 181-193
Persistent link: https://www.econbiz.de/10011448275
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Investigations of sales representatives' valuation of options
Bonney, Leff; Plouffe, Christopher R.; Brady, Michael - In: Journal of the Academy of Marketing Science 44 (2016) 2, pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
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Relationship between sales force reputation and customer behavior : role of experiential value added by sales force
Echchakoui, Saïd - In: Journal of retailing and consumer services 28 (2016), pp. 54-66
Persistent link: https://www.econbiz.de/10011433763
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Role of adaptive selling and customer orientation on salesperson performance : evidence from two distinct markets of Europe and Asia
Kaynak, Erdener; Kara, Ali; Chow, Clement S. F.; … - In: Journal of transnational management : the official … 21 (2016) 2, pp. 62-83
Persistent link: https://www.econbiz.de/10011527142
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Workplace spirituality governance : impact on customer orientation and salesperson performance
Chawla, Vaibhav - In: The journal of business & industrial marketing 31 (2016) 4, pp. 498-506
Persistent link: https://www.econbiz.de/10011496552
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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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A sales process framework to regain B2B customers
Liu, Annie; Leach, Mark; Chugh, Richa - In: The journal of business & industrial marketing 30 (2015) 8, pp. 906-914
Persistent link: https://www.econbiz.de/10011496790
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Effects of ethical sales behaviour on satisfaction, trust, commitment, retention and words-of-mouth
Ou, Wei-Ming; Shih, Chia-Mei; Chen, Chin-Yuan - In: International journal of commerce and management 25 (2015) 4, pp. 673-686
Persistent link: https://www.econbiz.de/10011446689
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The role of salespeople in developing life insurance customer loyalty
Yu, Tsu-Wei; Tseng, Lu-Ming - In: International journal of retail & distribution management 44 (2016) 1, pp. 22-37
Persistent link: https://www.econbiz.de/10011515551
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Emotional intelligence - sales performance relationship : a mediating role of adaptive selling behaviour
Wisker, Zazli Lily; Poulis, Athanasios - In: International journal of management and economics 43 (2014), pp. 32-52
Persistent link: https://www.econbiz.de/10011300464