Do salespeople matter in competitive tenders?
Maximilian Dax, Eva Katharina Tyssen, Christian Schmitz, and Shankar Ganesan
| Year of publication: |
2019
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|---|---|
| Authors: | Dax, Maximilian ; Tyssen, Eva Katharina ; Schmitz, Christian ; Ganesan, Shankar |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 39.2019, 4, p. 370-385
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| Subject: | competitive tenders | formal bidding | organizational buying behavior | proposal evaluation | sales management | salesperson relationship quality | supplier selection | Verkaufspersonal | Salespeople | Lieferantenbewertung | Supplier evaluation | Verkauf | Selling | Wettbewerb | Competition | Ausschreibung | Competitive tendering | Auktionstheorie | Auction theory | Beschaffung | Procurement |
Online Resource
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2019.1578226 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012200897