Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
Nwamaka A. Anaza, Brian N. Rutherford, Gavin Jiayun Wu and Ashok Bhattarai
| Year of publication: |
2023
|
|---|---|
| Authors: | Anaza, Nwamaka A. ; Rutherford, Brian N. ; Wu, Gavin Jiayun ; Bhattarai, Ashok |
| Published in: |
The journal of business & industrial marketing. - Bradford : Emerald, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 38.2023, 3, p. 680-697
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| Subject: | Conflict | Customer orientation | Go-to-market | Organizational buying decision-making framework | Salesperson-owned loyalty | Selling orientation | Beziehungsmarketing | Relationship marketing | Verkaufspersonal | Salespeople | Verkauf | Selling | Marketingmanagement | Marketing management |
Online Resource
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/JBIM-03-2021-0139 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013539371