Managing ad hoc sales encounters in B2B markets
Year of publication: |
2022
|
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Authors: | Schmitz, Christian ; Lee, You-Cheong ; Isenberg, Lukas ; Lilien, Gary L. |
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. 105.2022, p. 33-47
|
Subject: | Business-to-business marketing | Distrust | Sales management | Selling behaviors | Small accounts | Trust | B-to-B-Marketing | Verkauf | Selling | Verkaufspersonal | Salespeople | Vertrauen | Confidence | Lieferantenmanagement | Supplier relationship management |
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