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The coordination strategies of high-performing salespeople : internal working relationships that drive success

Steward, Michelle D.; Walker, Beth A.; Hutt, Michael D.; … - In: Journal of the Academy of Marketing Science 38 (2010) 5, pp. 550-566

Persistent link: https://www.econbiz.de/10008746855

Role identity and attributions of high-performing salespeople

Steward, Michelle D.; Hutt, Michael D.; Walker, Beth A.; … - In: The journal of business & industrial marketing 24 (2009) 7, pp. 463-473

Persistent link: https://www.econbiz.de/10009525034

Role identity and attributions of high‐performing salespeople

Steward, Michelle D.; Hutt, Michael D.; Walker, Beth A.; … - In: Journal of Business & Industrial Marketing 24 (2009) 7, pp. 463-473

Purpose – This paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in business markets. Design/methodology/approach – The sample consists of 60 salespeople from a Fortune 100 high...

Persistent link: https://www.econbiz.de/10014842978

Exploring cross-national differences in organizational buyers' normative expectations of supplier performance

Steward, Michelle D.; Morgan, Felicia N.; Crosby, … - In: Journal of international marketing 18 (2010) 1, pp. 23-40

Persistent link: https://www.econbiz.de/10003960811

Delivering a superior customer experience in solutions delivery processes : seven factors for success

Kumar, Ajith; Steward, Michelle D.; Morgan, Felicia N. - In: Business horizons 61 (2018) 5, pp. 775-782

Persistent link: https://www.econbiz.de/10011922259

Balancing risk and return in a customer portfolio

Tarasi, Crina O.; Bolton, Ruth N.; Hutt, Michael D.; … - In: Journal of marketing 75 (2011) 3, pp. 1-17

Persistent link: https://www.econbiz.de/10009159910

Financial portfolio theory and customer management : insights and research directions

Hutt, Michael D.; Tarasi, Crina O.; Walker, Beth A. - In: Handbook of marketing and finance, (pp. 86-107). 2012

Persistent link: https://www.econbiz.de/10009552519

A comment on "Balancing risk and return in a customer portfolio"

Selnes, Fred - In: Journal of marketing 75 (2011) 3, pp. 18-20

Persistent link: https://www.econbiz.de/10009261627

"Balancing risk and return in a customer portfolio" : a reply

Tarasi, Crina O.; Bolton, Ruth N.; Hutt, Michael D.; … - In: Journal of marketing 75 (2011) 3, pp. 23-26

Persistent link: https://www.econbiz.de/10009266646

"Balancing risk and return in a customer portfolio" : a comment

Billett, Matthew T. - In: Journal of marketing 75 (2011) 3, pp. 21-23

Persistent link: https://www.econbiz.de/10009266654