Rapport building in B2B sales interactions : the process and explananda
Year of publication: |
2024
|
---|---|
Authors: | Jokiniemi, Sini ; Halinen, Aino ; Pullins, Ellen Bolmans ; Hosoi, Kenichi |
Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 44.2024, 2, p. 177-195
|
Subject: | abductive study | business-to-business | rapport building | rapport management | selling | B-to-B-Marketing | Business-to-business marketing | Verkauf | Selling |
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