Influence of salesperson political skill : improving relationship building and reducing customer-directed deviance
Year of publication: |
2021
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Authors: | Schwepker, Charles H. <Jr.> ; Good, Megan C. |
Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 41.2021, 3, p. 200-217
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Subject: | B2B sales | consequences of unethical behavior | customer relationship building | customer-directed deviance | moral intensity | neutralization techniques | political skill | Beziehungsmarketing | Relationship marketing | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Arbeitsverhalten | Work behaviour | Qualifikation | Occupational qualification | Ethik | Ethics |
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