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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~person:"Bonney, Leff"
~subject:"Sales"
~subject:"Salespeople"
~type_genre:"Article in journal"
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Bonney, Leff
Plouffe, Christopher R.
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Industrial marketing management : the international journal for industrial and high-tech firms
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Journal of the Academy of Marketing Science
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The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff
;
Beeler, Lisa L.
;
Johnson, Ross W.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
Saved in:
2
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
Saved in:
3
Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
Bonney, Leff
;
Hochstein, Bryan
;
Christenson, Brett
; …
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 152-166
Persistent link: https://www.econbiz.de/10012212130
Saved in:
4
"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff
;
Plouffe, Christopher R.
;
Wolter, Jeremy
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
Saved in:
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