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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
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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
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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
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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