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Empathy, nonverbal immediacy, and salesperson performance : the mediating role of adaptive selling behavior
Limbu, Yam B.; Jayachandran, Chinnappa Naidu; Babin, … - In: The journal of business & industrial marketing 31 (2016) 5, pp. 654-667
Persistent link: https://www.econbiz.de/10011564327
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The impact of sales contests on customer listening : an empirical study in a telesales context
Koehl, Maryse; Poujol, Juliet F.; Tanner, John F. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 3, pp. 281-293
Persistent link: https://www.econbiz.de/10011565556
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Estimating the impact of interacting with sales representatives on customer-specific revenue and churn behavior
Eizenberg, Alon - In: Quantitative marketing and economics : QME 14 (2016) 4, pp. 325-351
Persistent link: https://www.econbiz.de/10011639979
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Customer involvement in new product development in B2B : the role of sales
La Rocca, Antonella; Moscatelli, Paolo; Perna, Andrea; … - In: Industrial marketing management : the international … 58 (2016), pp. 45-57
Persistent link: https://www.econbiz.de/10011549366
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Exploring buyer-seller dyadic perceptions of technology and relationships : implications for Sales 2.0
Rocco, Richard A.; Bush, Alan J. - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 17-32
Persistent link: https://www.econbiz.de/10011555611
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Customers' choice of a salesperson during the initial sales encounter
Lieven, Theo - In: Journal of retailing and consumer services 32 (2016), pp. 109-116
Persistent link: https://www.econbiz.de/10011556634
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Authentic leadership in sales management : the effects on salespeople's task related outcomes
Aydin, Samet; Kaya, Nihat - In: Business and Economic Research : BER 6 (2016) 2, pp. 133-155
Persistent link: https://www.econbiz.de/10011589398
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Meta-analyses in sales research
Johnson, Jeff S.; Jaramillo, Fernando - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 134-152
Persistent link: https://www.econbiz.de/10011734623
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Das neue Management des persönlichen Verkaufs
Stahl, Heinz K.; Strauss, Krista - 2018
Persistent link: https://www.econbiz.de/10011846318
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Impact of CRM technology on sales process behaviors : empirical results from US, Europe, and Asia
Rodriguez, Michael; Peterson, Robert M.; Krishnan, … - In: Journal of business-to-business marketing 25 (2018) 1, pp. 1-10
Persistent link: https://www.econbiz.de/10011847802