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Kaptein, Maurits; McFarland, Richard; Parvinen, Petri - In: European Journal of Marketing 52 (2018) 5/6, pp. 1037-1059

Purpose: This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face interactions. This method customizes persuasive messages for individual customers as they navigate a retailer’s...

Persistent link: https://www.econbiz.de/10012067883

Leadership shaping social comparison to improve performance : a field experiment

Waltré, Erik; Dietz, Bart; Knippenberg, Daan van - In: The leadership quarterly : LQ ; an international … 34 (2023) 5, pp. 1-19

Persistent link: https://www.econbiz.de/10014390624

Unintended effects of marketing messages on salespeople's cynicism

Seriki, Olalekan K.; Evans, Kenneth R.; Jeon, Hyo Jin; … - In: European journal of marketing : EJM 50 (2016) 5/6, pp. 1047-1072

Persistent link: https://www.econbiz.de/10011529783

Salesperson socialization to the consumption of organizationally provided support services : differences between high- and low-performing salespeople

Stan, Simona; Arnold, Todd J.; McAmis, Gregory T.; … - In: Journal of marketing theory and practice : JMTP 29 (2021) 3, pp. 271-288

Persistent link: https://www.econbiz.de/10012607651

Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways

Miao, Fred; Zheng, Yi; Zang, Zhimei; Grisaffe, Douglas B.; … - In: Journal of the Academy of Marketing Science 50 (2022) 3, pp. 563-585

Persistent link: https://www.econbiz.de/10013199137

Who do I look at? : mutual gaze in triadic sales encounters

Arndt, Aaron D.; Khoshghadam, Leila; Evans, Kenneth R. - In: Journal of business research : JBR 111 (2020), pp. 91-101

Persistent link: https://www.econbiz.de/10012237782

Interaction orientation and product development performance for Taiwanese electronic firms : the mediating role of market-relating capabilities

Chen, Yen Chun; Lie, Po-Chien; Evans, Kenneth R.; … - In: The journal of product innovation management : an … 34 (2017) 1, pp. 13-24

Persistent link: https://www.econbiz.de/10011649985

Recovering coproduced service failures : antecedents, consequences, and moderators of locus of recovery

Dong, Beibei; Sivakumar, K.; Evans, Kenneth R.; Zou, … - In: Journal of service research : JSR 19 (2016) 3, pp. 291-306

Persistent link: https://www.econbiz.de/10011665411

Customer query handling in sales interactions

Singh, Sunil; Marinova, Detelina; Singh, Jagdip; Evans, … - In: Journal of the Academy of Marketing Science 46 (2018) 5, pp. 837-856

Persistent link: https://www.econbiz.de/10011924771

How complexity impacts salesperson counterproductive behavior : The mediating role of moral disengagement

Seriki, Olalekan K.; Nath, Pravin; Ingene, Charles A.; … - In: Journal of business research : JBR 107 (2020), pp. 324-335

Persistent link: https://www.econbiz.de/10012156781