Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
Year of publication: |
July 2016
|
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Authors: | DeCarlo, Thomas E. ; Lam, Son K. |
Published in: |
Journal of the Academy of Marketing Science. - New York, NY : Springer Science + Business Media LLC, ISSN 0092-0703, ZDB-ID 1187865-4. - Vol. 44.2016, 4, p. 415-439
|
Subject: | Salesperson hunting orientation | Salesperson farming orientation | Customer relationship management | Sales management | Regulatory focus | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | Verkauf | Selling |
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