Narrow search
Showing 1 - 10 of 12
Cover Image
The effects of perceived customer dependence on salesperson influence strategies
Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 30 (2010) 4, pp. 327-341
Persistent link: https://www.econbiz.de/10008735700
Cover Image
Distinguishing between the roles of customer-oriented selling and adaptive selling in managing dysfunctional conflict in buyer-seller relationships
Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 245-260
Persistent link: https://www.econbiz.de/10009776528
Cover Image
Selling behaviours and sales performance : the moderating and mediating effects of interpersonal mentalizing
Chakrabarty, Subhra; Widing, Robert E., II; Brown, Gene - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 112-122
Persistent link: https://www.econbiz.de/10010346532
Cover Image
Closed influence tactics : do smugglers win in the long run?
Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 30 (2010) 1, pp. 23-32
Persistent link: https://www.econbiz.de/10003953626
Cover Image
The role of top management in developing a customer-oriented sales force
Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 4, pp. 437-449
Persistent link: https://www.econbiz.de/10009680329
Cover Image
The impact of supervisory adaptive selling and supervisory feedback on salesperson performance
Chakrabarty, Subhra; Oubre, Diana T.; Brown, Gene - In: Industrial marketing management : the international … 37 (2008) 4, pp. 447-454
Persistent link: https://www.econbiz.de/10003733199
Cover Image
Distinguishing between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer-Seller Relationships
Chakrabarty, Subhra; Brown, Gene; Widing, Robert - In: The journal of personal selling & sales management 33 (2013) 3, pp. 245-260
Persistent link: https://www.econbiz.de/10010141803
Cover Image
The Role of Top Management in Developing a Customer-Oriented Sales Force
Chakrabarty, Subhra; Brown, Gene; Widing, Robert - In: The journal of personal selling & sales management 32 (2012) 4, pp. 437-450
Persistent link: https://www.econbiz.de/10010051775
Cover Image
Closed Influence Tactics: Do Smugglers Win in the Long Run?
Chakrabarty, Subhra; Brown, Gene; Widing, Robert - In: The journal of personal selling & sales management 30 (2009) 1, pp. 23-33
Persistent link: https://www.econbiz.de/10008374453
Cover Image
The Effects of Perceived Customer Dependence on Salesperson Influence Strategies
Chakrabarty, Subhra; Brown, Gene; Widing, Robert - In: The journal of personal selling & sales management 30 (2010) 4, pp. 327-343
Persistent link: https://www.econbiz.de/10008707728