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Salesperson ambidexterity and customer satisfaction : examining the role of customer demandingness, adaptive selling, and role conflict
Agnihotri, Raj; Gabler, Colin B.; Itani, Omar S.; … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 27-41
Persistent link: https://www.econbiz.de/10011690128
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Salesperson improvisation : antecedents, performance outcomes, and boundary conditions
Banin, Abena Yeboah; Boso, Nathaniel; Hultman, Magnus; … - In: Industrial marketing management : the international … 59 (2016), pp. 120-130
Persistent link: https://www.econbiz.de/10011622838
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Service leadership for adaptive selling and effective customer service teams
Wong, Alfred Y.; Liu, Ying; Tjosvold, Dean - In: Industrial marketing management : the international … 46 (2015), pp. 122-131
Persistent link: https://www.econbiz.de/10011286971
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The challenger customer : selling to the hidden influencer who can multiply your results
Adamson, Brent; Dixon, Matthew; Spenner, Pat; Toman, Nick - 2015
Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art …
Persistent link: https://www.econbiz.de/10011458682
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Durapro : driving sales through distribution channel
Mukherjee, Jaydeep - In: Vision : the journal of business perspective 18 (2014) 1, pp. 55-60
Persistent link: https://www.econbiz.de/10011334283
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Social media and related technology : drivers of change in managing the contemporary sales force
Moncrief, William C.; Marshall, Greg W.; Rudd, John M. - In: Business horizons 58 (2015) 1, pp. 45-55
Persistent link: https://www.econbiz.de/10010476151
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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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How buyer-seller relationship orientation affects adaptation of sales processes to the buying process
Viio, Paul; Grönroos, Christian - In: Industrial marketing management : the international … 52 (2016), pp. 37-46
Persistent link: https://www.econbiz.de/10011447488
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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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Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio; Martín, Pedro Juan - In: The journal of business & industrial marketing 29 (2014) 5, pp. 364-373
Persistent link: https://www.econbiz.de/10010393925