Satisfactory listening : the differential role of salesperson communication in (co)creating value for B2B buyers
Year of publication: |
2021
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Authors: | Hossain, Mehdi Tanzeeb ; Gilbert, Jonathan Ross |
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. 98.2021, p. 222-240
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Subject: | Business-to-business (B2B) | Dual process theory | Dyadic buyer-seller relationships | Listening | Salesperson communication | Value (co)creation | Lieferantenmanagement | Supplier relationship management | B-to-B-Marketing | Business-to-business marketing | Verkaufspersonal | Salespeople | Betriebliche Wertschöpfung | Value creation | Kommunikation | Communication | Beziehungsmarketing | Relationship marketing | Electronic Commerce | E-commerce | Interne Kommunikation | Internal communication |
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