The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Jared Oakley, Alan J. Bush, William C. Moncrief, Daniel Sherrell, Emin Babakus
| Year of publication: |
2021
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|---|---|
| Authors: | Oakley, Jared ; Bush, Alan J. ; Moncrief, William C. ; Sherrell, Daniel ; Babakus, Emin |
| 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. 92.2021, p. 190-201
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| Subject: | B2B sales strategy | Customer entertainment | Relationships | Social exchange theory | Reciprocity | Gratitude | Customer indebtedness | B-to-B-Marketing | Business-to-business marketing | Lieferantenmanagement | Supplier relationship management | Verkaufspersonal | Salespeople | Verkauf | Selling | Konsumentenverhalten | Consumer behaviour | Beziehungsmarketing | Relationship marketing | Austauschtheorie |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2020.11.009 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012491015