How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Rachelle J. Shannahan, Alan J. Bush, Kirby L.J. Shannahan, William C. Moncrief
| Year of publication: |
April 2017
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|---|---|
| Authors: | Shannahan, Rachelle J. ; Bush, Alan J. ; Shannahan, Kirby L. J. ; Moncrief, William C. |
| 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. 62.2017, p. 36-50
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| Subject: | B2B | Customer prosocial behavior | Customer organizational citizenship behavior | Sales performance | Personal selling | Verkaufspersonal | Salespeople | Arbeitsverhalten | Work behaviour | Soziales Verhalten | Social behaviour | B-to-B-Marketing | Business-to-business marketing | Beziehungsmarketing | Relationship marketing | Konsumentenverhalten | Consumer behaviour | Verkauf | Selling | Lieferantenmanagement | Supplier relationship management |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2015.05.004 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011707050