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The effects of the salesperson...
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1
Propensity to trust
salespeople
: a contingent multilevel-multisource examination
Friend, Scott B.
;
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Journal of business research : JBR
83
(
2018
),
pp. 1-9
Persistent link: https://www.econbiz.de/10011775837
Saved in:
2
The role of sales representatives in cross-cultural business-to-business relationships
Gu, Flora Fang
;
Wang, Jeff Jianfeng
;
Wang, Danny T.
- In:
Industrial marketing management : the international …
78
(
2019
),
pp. 227-238
Persistent link: https://www.econbiz.de/10012026183
Saved in:
3
The role of humor usage on creativity, trust and performance in business relationships : an analysis of the salesperson-customer dyad
Lussier, Bruno
;
Grégoire, Yany
;
Vachon, Marc-Antoine
- In:
Industrial marketing management : the international …
65
(
2017
),
pp. 168-181
Persistent link: https://www.econbiz.de/10011774997
Saved in:
4
The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships
Ferro-Soto, Carlos
;
Padin, Carmen
;
Svensson, Göran
; …
- In:
The journal of business & industrial marketing
38
(
2023
)
1
,
pp. 235-251
Persistent link: https://www.econbiz.de/10013539060
Saved in:
5
The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China
Newell, Stephen J.
;
Wu, Bob T.
;
Thaweephan Leingpibul
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 160-173
Persistent link: https://www.econbiz.de/10011515690
Saved in:
6
We are not on the same page : the effects of salesperson trust overestimation on customer satisfaction and relationship performance
Mangus, Stephanie M.
;
Jones, Eli
;
Folse, Judith Anne …
- In:
Industrial marketing management : the international …
109
(
2023
),
pp. 58-70
Persistent link: https://www.econbiz.de/10014282226
Saved in:
7
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
Saved in:
8
How the introduction of digital sales channels affects
salespeople
in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
9
Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
81
(
2017
)
2
,
pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
Saved in:
10
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
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