The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Year of publication: |
2014
|
---|---|
Authors: | Guenzi, Paolo ; Baldauf, Artur ; Panagopoulos, Nikolaos G. |
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. 43.2014, 5, p. 786-800
|
Subject: | Sales control | Customer-directed selling behaviors | Customer-oriented selling | Adaptive selling | Verkauf | Selling | Verkaufspersonal | Salespeople | Beziehungsmarketing | Relationship marketing | B-to-B-Marketing | Business-to-business marketing |
-
The impact of performance measurement diversity on customer-oriented selling behavior
Kerr, Peter D., (2023)
-
Good, Megan C., (2022)
-
Selling relationship quality to increase salesperson performance in the pharmacy industry
Udayana, Ida Bagus Nyoman, (2019)
- More ...
-
Avlonitis, George J., (2007)
-
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
Hunter, Gary K., (2015)
-
Panagopoulos, Nikolaos G., (2016)
- More ...