Choreographing salesperson face-to-face visits with a buyer organization : a social network perspective
Year of publication: |
2022
|
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Authors: | Forkmann, Sebastian ; Mullins, Ryan ; Henneberg, Stephan ; Baker, Thomas L. |
Published in: |
Journal of the Academy of Marketing Science. - Dordrecht : Springer Netherlands, ISSN 1552-7824, ZDB-ID 2067360-7. - Vol. 50.2022, 3, p. 615-638
|
Subject: | Sales management | Salesperson choreographing | Salesperson–buyer organization tie | Social network theory | Within-tie change | Soziales Netzwerk | Social network | Verkaufspersonal | Salespeople | Social Web | Social web |
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