You've lost that learning feeling : drivers and drawbacks of channel partner disengagement with sales training
Year of publication: |
2023
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Authors: | Satornino, Cinthia B. ; Pelser, Jan ; Wetzels, Martin ; Ruyter, Ko de ; Grewal, Dhruv |
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. 113.2023, p. 258-276
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Subject: | Channel partner relationships | Disengagement | Market turbulence | Sales role orientation | Salespeople | Sponsored training | Verkaufspersonal | Vertriebsweg | Distribution channel | Betriebliches Bildungsmanagement | Employer-provided training | Verkauf | Selling | Personalentwicklung | Human resource development | B-to-B-Marketing | Business-to-business marketing | Beziehungsmarketing | Relationship marketing |
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