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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
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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 E. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 245-260
Persistent link: https://www.econbiz.de/10009776528
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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
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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
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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