How to leverage relational gatekeepers to improve sales performance : moderating effects of gatekeeper-salesperson Guanxi and gatekeeper-buyer Guanxi
Year of publication: |
2022
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Authors: | Ma, Bei ; Zhang, Jing |
Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 107.2022, p. 108-119
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Subject: | Relational gatekeeper | Sales performance | Affective commitment | Calculative commitment | Relational power | Personal power | Soziales Netzwerk | Social network | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | Mitarbeiterbindung | Employee retention | China | Verkauf | Selling |
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