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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

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

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

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

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

The Antecedents and Consequences of Market Orientation in Australia

Pulendran, Sue; Speed, Richard; II, Robert E. Widing - In: Australian Journal of Management 25 (2000) 2, pp. 119-143

The subject of market orientation has been of interest to both researchers and practitioners for several years. The work of Jaworski and Kohli (1993) inspired a substantial body of literature that empirically examined the antecedents and consequences of a market orientation. This article...

Persistent link: https://www.econbiz.de/10010769440