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Selling : building partnerships
Castleberry, Stephen Bryon; Tanner, John F. - 2022 - Eleventh edition, international student edition
CONTENTS IN BRIEF. Chapter 1. Selling and salespeople -- Part 1. KNOWLEDGE AND SKILL REQUIREMENTS -- Chapter 2. Ethical and legal issues in selling -- Chapter 3. Buying behavior and the buying process -- Chapter 4. Using communication principles to build relationships -- Chapter 5. Adaptive...
Persistent link: https://www.econbiz.de/10012545188
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Selling : building partnerships
Castleberry, Stephen Bryon; Tanner, John F. - 2014 - 9. ed., internat. student ed.
Persistent link: https://www.econbiz.de/10010211721
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Selling : building partnerships
Castleberry, Stephen Bryon; Tanner, John F. - 2019 - 10
Persistent link: https://www.econbiz.de/10011994027
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The moderating role of ethical climate on salesperson propensity to leave
Fournier, Christophe; Tanner, John F.; Chonko, Lawrence B. - In: The journal of personal selling & sales management : JPSSM 30 (2010) 1, pp. 7-22
Persistent link: https://www.econbiz.de/10003953622
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The impact of contests on salespeople's customer orientation : an application of tournament theory
Poujol, Fanny Juliet; Tanner, John F. - In: The journal of personal selling & sales management : JPSSM 30 (2010) 1, pp. 33-46
Persistent link: https://www.econbiz.de/10003953632
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The buying center formation process
Tanner, John F. - 1988
Persistent link: https://www.econbiz.de/10003569848
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Business marketing : connecting strategy, relationships, and learning
Dwyer, F. R.; Tanner, John F. - 2009 - 4. ed.
Persistent link: https://www.econbiz.de/10003571677
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Web Site spill over to email campaigns : the role of privacy, trust and shoppers' attitudes
Cases, Anne-Sophie; Fournier, Christophe; Dubois, … - In: Journal of business research : JBR 63 (2010) 9/10, pp. 993-999
Persistent link: https://www.econbiz.de/10008652107
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Compensation and control systems : a new application of vertical dyad linkage theory
Krafft, Manfred; DeCarlo, Thomas E.; Poujol, F. Juliet; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 107-115
Persistent link: https://www.econbiz.de/10009505518
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Panacea or paradox? : the moderating role of ethical climate
Tanner, Emily C.; Tanner, John F.; Wakefield, Kirk - In: The journal of personal selling & sales management : JPSSM 35 (2015) 2, pp. 175-190
Persistent link: https://www.econbiz.de/10010527058