Search Results - subject:"TOE"

Building a warm and competent B2B brand personality

Aagerup, Ulf; Andersson, Svante; Awuah, Gabriel B. - In: European journal of marketing 56 (2022) 13, pp. 167-193

Persistent link: https://www.econbiz.de/10013502342

Antecedents of salesperson performance in information service industry : the role of guanxi, adaptive selling behaviors and customer orientation

Thi-Thuy-Linh Nguyen; Xuan-Quynh Hoang; Pham Thi Lien; … - In: Cogent business & management 9 (2022) 1, pp. 1-19

This research aims to investigate the determinants of salesperson performance with a focus on the role of customer … behavior to shed light on the inconclusive relationship between these antecedents and sales performance in prior works. Using a … be presented. In the business-to-business (B2B) context, salespeople are the critical link between a company and its …

Persistent link: https://www.econbiz.de/10014425793

Relationship marketing and the B2B sales force, effects of Big Five personality traits

Canales-Ronda, Pedro - In: Journal of relationship marketing : innovations and … 23 (2024) 2, pp. 76-93

Persistent link: https://www.econbiz.de/10014567150

Rapport building in B2B sales interactions : the process and explananda

Jokiniemi, Sini; Halinen, Aino; Pullins, Ellen Bolmans; … - In: Journal of personal selling & sales management : JPSSM 44 (2024) 2, pp. 177-195

Persistent link: https://www.econbiz.de/10014575087

More is better but in what direction? : the effects of relationship marketing investment breadth and depth on customer gratitude

Nelson, Christopher A.; Wang, Xinchun; Cui, Annie Peng - In: Industrial marketing management : the international … 117 (2024), pp. 188-201

Persistent link: https://www.econbiz.de/10014531639

Digital content marketing on social media along the B2B customer journey : the effect of timely content delivery on customer engagement

Salonen, Anna; Mero, Joel; Munnukka, Juha; Zimmer, Marcus; … - In: Industrial marketing management : the international … 118 (2024), pp. 12-26

Persistent link: https://www.econbiz.de/10014531704

Exploring how to develop data-driven innovation capability of marketing within B2B firms : toward a capability model and process-oriented approach

Ravat, Ludivine; Hemonnet-Goujot, Aurélie; … - In: Industrial marketing management : the international … 118 (2024), pp. 110-125

Persistent link: https://www.econbiz.de/10014531705

Automating the B2B salesperson pricing decisions : a human-machine hybrid approach

Karlinsky-Shichor, Yael; Netzer, Oded - In: Marketing science 43 (2024) 1, pp. 138-157

Persistent link: https://www.econbiz.de/10014470128

Framing antecedents of salesperson performance in B2B : model and findings

Høgevold, Nils M.; Rodríguez, Rocío; Otero-Neira, Carmen - In: International journal of procurement management 19 (2024) 3, pp. 413-443

Persistent link: https://www.econbiz.de/10015064891

Building effective inside-outside sales rep dyads : a collaboration perspective

Shi, Huanhuan; Sridhar, Shrihari; Grewal, Rajdeep - In: Journal of the Academy of Marketing Science 52 (2024) 3, pp. 835-858

Persistent link: https://www.econbiz.de/10015047985