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A sequential logic model between sales performance and salesperson satisfaction in B2B markets

Rodríguez, Rocío; Høgevold, Nils; Otero-Neira, Carmen; … - In: The journal of business & industrial marketing 37 (2022) 1, pp. 180-194

Persistent link: https://www.econbiz.de/10012797127

B to B sellers' skill level in sales performance : frameworks and findings

Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: Journal of business-to-business marketing 28 (2021) 3, pp. 265-281

Persistent link: https://www.econbiz.de/10012802187

Salespeople's sales performance skills in B2B of services firms : a cross-industrial study

Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: European business review 36 (2024) 2, pp. 201-224

Persistent link: https://www.econbiz.de/10014513321

The effect of social disruption on the use of technologies to digitize B2B processes and its impact on corporate performance

Rodríguez, Rocío; Høgevold, Nils; Molina-Castillo, … - In: The journal of business & industrial marketing 39 (2024) 8, pp. 1800-1808

Persistent link: https://www.econbiz.de/10015083763

New aspects of research to assess and manage critical incidents in service encounters : Teleological actions, interactive interface and perceptual gaps

Padin, Carmen; Svensson, Göran; Otero-Neira, Carmen; … - In: International Journal of Contemporary Hospitality Management 27 (2015) 1, pp. 27-51

Purpose – The objective of this paper is to describe the teleological actions needed to assess and manage critical incidents that cause negative emotions in service encounters. Teleological actions are movements into the future that are believed to be move either towards a predictable/known or...

Persistent link: https://www.econbiz.de/10014764235

New aspects of research to assess and manage critical incidents in service encounters : teleological actions, interactive interface and perceptual gaps

Padin, Carmen; Svensson, Göran; Otero-Neira, Carmen; … - In: International journal of contemporary hospitality management 27 (2015) 1, pp. 27-51

Persistent link: https://www.econbiz.de/10010516547

Future direction of sustainable development in private hospitals : general similarities and specific differences

Rodríguez, Rocío; Svensson, Göran; Otero-Neira, Carmen - In: Journal of Business & Industrial Marketing 35 (2019) 3, pp. 537-550

Purpose: The purpose of this paper is to assess the future direction of sustainable development in the healthcare industry. This study aims to reveal general similarities and specific differences between private hospitals and enabler or hinders of sustainable development....

Persistent link: https://www.econbiz.de/10012073375

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

Framing static and dynamic time-periods through the teleological lens in the implementation process of enterprise resource planning

Rodríguez, Rocío; Otero-Neira, Carmen; Svensson, Göran - In: Journal of business-to-business marketing 28 (2021) 4, pp. 395-420

Persistent link: https://www.econbiz.de/10012802199

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