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61
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70
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61
Delusive perception : antecedents and consequences of
salespeople
's misperception of customer commitment
Homburg, Christian
;
Bornemann, Torsten
;
Kretzer, Max
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
2
,
pp. 137-153
Persistent link: https://www.econbiz.de/10010345196
Saved in:
62
Relationship building in the firnaical services marketplace : the importance of personal
selling
Crittenden, Victoria Lynn
;
Crittenden, William F.
; …
- In:
Journal of financial services marketing : JFSM
19
(
2014
)
2
,
pp. 74-84
Persistent link: https://www.econbiz.de/10010497781
Saved in:
63
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Shannahan, Kirby …
- In:
Industrial marketing management : the international …
51
(
2015
),
pp. 100-114
Persistent link: https://www.econbiz.de/10011422779
Saved in:
64
A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.
;
Lund, Donald J.
;
DeCarlo, Thomas E.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
Saved in:
65
The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when
selling
professional services
Mikolon, Sven
;
Kolberg, Anika
;
Haumann, Till
;
Wieseke, Jan
- In:
Journal of service research : JSR
18
(
2015
)
4
,
pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
Saved in:
66
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Shannahan, Kirby …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 36-50
Persistent link: https://www.econbiz.de/10011707050
Saved in:
67
From personal to online
selling
: how relational
selling
shapes
salespeople
's promotion of e-commerce channels
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of business research : JBR
132
(
2021
),
pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
Saved in:
68
How the introduction of digital sales channels affects
salespeople
in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
69
Advancing social media driven sales research : establishing conceptual foundations for B-to-B social
selling
Ancillai, Chiara
;
Terho, Harri
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 293-308
Persistent link: https://www.econbiz.de/10012128082
Saved in:
70
Salesperson ambidexterity in customer engagement : do customer base characteristics matter?
Lam, Son K.
;
DeCarlo, Thomas E.
;
Sharma, Ashish
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
4
,
pp. 659-680
Persistent link: https://www.econbiz.de/10012107276
Saved in:
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