The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China
Year of publication: |
June 2016
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Authors: | Newell, Stephen J. ; Wu, Bob T. ; Thaweephan Leingpibul ; Jiang, Yang |
Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 36.2016, 2, p. 160-173
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Subject: | corporate credibility | salesperson credibility | trust | expertise | loyalty | business-to-business relationships in China | China | Vertrauen | Confidence | Lieferantenmanagement | Supplier relationship management | Beziehungsmarketing | Relationship marketing | Verkaufspersonal | Salespeople | B-to-B-Marketing | Business-to-business marketing | Glaubwürdigkeit | Credibility |
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