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type_genre:"Article in journal"
~person:"Lam, Son K."
~person:"Schwepker, Charles H. <Jr.>"
~subject:"Business-to-business marketing"
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Business-to-business marketing
Salespeople
32
Verkaufspersonal
32
Beziehungsmarketing
16
Relationship marketing
16
Ethics
10
Ethik
10
Business ethics
9
Führungsstil
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Article in journal
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English
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Lam, Son K.
Schwepker, Charles H. <Jr.>
Svensson, Göran
9
Rangarajan, Deva
8
Rodríguez, Rocío
8
Schmitz, Christian
8
Agnihotri, Raj
6
Høgevold, Nils M.
5
Itani, Omar S.
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Terho, Harri
5
Adamson, Brent
4
Ahearne, Michael
4
Alavi, Sascha
4
Bush, Alan J.
4
Dingus, Rebecca
4
Dixon, Matthew
4
Good, Megan C.
4
Høgevold, Nils
4
Johnson, Jeff S.
4
Toman, Nicholas
4
Badrinarayanan, Vishag
3
Corsaro, Daniela
3
Echchakoui, Saïd
3
Friend, Scott B.
3
Habel, Johannes
3
Hughes, Douglas E.
3
Krush, Michael T.
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Lilien, Gary L.
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Lussier, Bruno
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Maggioni, Isabella
3
Paesbrugghe, Bert
3
Panagopoulos, Nikolaos G.
3
Parvinen, Petri
3
Roberts-Lombard, Mornay
3
Rodriguez, Michael
3
Sharma, Arun
3
Sridhar, Shrihari
3
Ulaga, Wolfgang
3
Wieseke, Jan
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Journal of marketing
2
American journal of business : applying research to practice ; AJB
1
Journal of business research : JBR
1
Journal of business-to-business marketing
1
Journal of personal selling & sales management : JPSSM
1
Journal of relationship marketing : innovations and enhancements for customer service, relations, and satisfaction
1
The journal of business & industrial marketing
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ECONIS (ZBW)
8
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1
Empathy and grit enhance customer oriented selling
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of relationship marketing : innovations and …
23
(
2024
)
3
,
pp. 220-243
Persistent link: https://www.econbiz.de/10015049876
Saved in:
2
Business-to-business salespeople and political skill : relationship building, deviance, and performance
Good, Megan C.
;
Schwepker, Charles H. <Jr.>
- In:
Journal of business research : JBR
139
(
2022
),
pp. 32-43
Persistent link: https://www.econbiz.de/10013194145
Saved in:
3
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
4
Improving business-to-business relationship quality through salespeople's grit and political skill
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 293-309
Persistent link: https://www.econbiz.de/10013417384
Saved in:
5
Influence of salesperson political skill : improving relationship building and reducing customer-directed deviance
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
3
,
pp. 200-217
Persistent link: https://www.econbiz.de/10012623646
Saved in:
6
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
7
The impact of trust in manager on unethical intention and customer-oriented selling
Schwepker, Charles H. <Jr.>
;
Schultz, Roberta J.
- In:
The journal of business & industrial marketing
28
(
2013
)
4
,
pp. 347-356
Persistent link: https://www.econbiz.de/10009747462
Saved in:
8
Social media usage : an investigation of B2B salespeople
Schultz, Roberta J.
;
Schwepker, Charles H. <Jr.>
;
Good, …
- In:
American journal of business : applying research to …
27
(
2012
)
2
,
pp. 174-196
Persistent link: https://www.econbiz.de/10009711412
Saved in:
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