Better to be the same or different? : paired customer and selling orientations and their impact on the exploitation of relationship-specific investments (RSIs) in dyads
Year of publication: |
2024
|
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Authors: | Zerbini, Fabrizio ; Miceli, Gaetano ; De Carlo, Manuela |
Published in: |
European management journal. - Amsterdam [u.a.] : Elsevier Science, ISSN 0263-2373, ZDB-ID 2013159-8. - Vol. 42.2024, 3, p. 385-396
|
Subject: | Buyer-seller relationships | Customer orientation | IORs | Paired strategic orientations | RSIs | Selling orientation | Beziehungsmarketing | Relationship marketing | Lieferantenmanagement | Supplier relationship management | Verkauf | Selling | Marketingmanagement | Marketing management | Verkaufspersonal | Salespeople |
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