Narrow search
Showing 1 - 10 of 11,589
Cover Image
Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna; Metsola, Jaakko; Salin, Lotta; … - In: Industrial marketing management : the international … 119 (2024), pp. 238-251
Persistent link: https://www.econbiz.de/10014555774
Cover Image
Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)
Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42
attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer … for attitudes of salespeople. An extension of the 10-item SOCO score is developed through literature research in sales …. The extended score adds a dimension that tests whether professional salespeople consider the sales process as a service …
Persistent link: https://www.econbiz.de/10014246502
Cover Image
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
sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural … salespeople improve performance. Moreover, Guanxi does play some role in explaining sales performance of B2B salespeople. Based on … 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
Cover Image
Satisfaction and interpersonal closeness as determinants of relationship commitment in business-to-business relationships
Paulssen, Marcel (contributor) - 2004
The theory of embedded markets states that economic transactions are embedded in social relationships, and economic actors are influenced by both marketing variables and relationship properties. That is, within an exchange relationship actors derive utility from the attributes of a focal product...
Persistent link: https://www.econbiz.de/10003022906
Cover Image
I'm Not Trying to Sell You Anything, A Case Study on Trust in Buyer Seller Relationships
Arney, Nathanael - 2020
This case study is intended to develop an appreciation for the role of trust in buyer seller relationships through a fictional account of a student's summer job. Given the high likelihood that students will have a sales job during their studies, or shortly after their graduation, this case can...
Persistent link: https://www.econbiz.de/10012835497
Cover Image
An investigation of the opportunistic relationships among shipping companies and ship-brokers
Pantouvakis, Angelos; Krasanakis, Stelios; Patsiouras, … - In: Spoudai : journal of economics and business 67 (2017) 1, pp. 71-80
The aim of the paper is to present a conceptual framework which explores the application of relationship marketing in the maritime sector and especially the factors affecting shipping companies and ship-brokers’ partnerships. In particular, this survey illustrates the relations among...
Persistent link: https://www.econbiz.de/10011661773
Cover Image
Conceptual framework for unlocking customer satisfaction drivers in digital vendor-managed inventory systems
Osarenkhoe, Aihie; Fjellström, Daniella; Gioeli, Tove; … - In: Administrative Sciences : open access journal 14 (2024) 8, pp. 1-29
There are calls in the extant literature for further exploration into the factors influencing customer satisfaction in industrial vending solutions (IVS), a distinct vendor-managed inventory method. This study delves into these factors, identifying primary drivers of satisfaction, perceptions of...
Persistent link: https://www.econbiz.de/10015071516
Cover Image
B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: Journal of business-to-business marketing 28 (2021) 3, pp. 265-281
Persistent link: https://www.econbiz.de/10012802187
Cover Image
Performance in B2B sales : an explanation of how channel management and communication influence a firm's performance
Maier, Günther - In: Naše gospodarstvo : NG 67 (2021) 3, pp. 38-48
Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...
Persistent link: https://www.econbiz.de/10012664721
Cover Image
Automating the B2B Salesperson Pricing Decisions : A Human-Machine Hybrid Approach
Karlinsky-Shichor, Yael - 2020
reapplies the salesperson's pricing policy. We conduct a field experiment with the B2B retailer, providing salespeople with … than either the model or the salespeople …
Persistent link: https://www.econbiz.de/10012849607