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Can buzzing bring business? : social interactions, network centrality and sales performance : an empirical study on business-to-business communities
Zhang, Yin; Lu, Baozhou; Zheng, Haidong - In: Journal of business research : JBR 112 (2020), pp. 170-189
Persistent link: https://www.econbiz.de/10012230575
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Business-to-business salespeople and political skill : relationship building, deviance, and performance
Good, Megan C.; Schwepker, Charles H. <Jr.> - In: Journal of business research : JBR 139 (2022), pp. 32-43
Persistent link: https://www.econbiz.de/10013194145
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Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi; Parvinen, Petri; Martens, Jonas - In: Journal of business research : JBR 126 (2021), pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
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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
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The (quiet) ego and sales : transcending self-interest and its relationship with adaptive selling
Gilbert, Jonathan Ross; Krush, Michael T.; Trainor, Kevin J. - In: Journal of business research : JBR 150 (2022), pp. 326-338
Persistent link: https://www.econbiz.de/10013365719
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Linking B2B sales performance to entrepreneurial self-efficacy, entrepreneurial selling actions
Edwards, John; Miles, Morgan P.; D'Alessandro, Steven; … - In: Journal of business research : JBR 142 (2022), pp. 585-593
Persistent link: https://www.econbiz.de/10013168421
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Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions : improving B2B sales performance
Edwards, John; Miles, Morgan P.; D'Alessandro, Steven; … - In: Journal of business research : JBR 157 (2023), pp. 1-9
Persistent link: https://www.econbiz.de/10014227814
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Adopting big data to create an "outside-in" global perspective of Guanxi
Lee, Liane W. Y.; Sharma, Piyush; Barnes, Bradley R. - In: Journal of business research : JBR 139 (2022), pp. 614-628
Persistent link: https://www.econbiz.de/10013194234
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Relational governance in supplier-buyer relationships : the mediating effects of boundary spanners' interpersonal guanxi in China's B2B market
Dong, Weiwei; Ma, Zhenzhong; Zhou, Xiaoliang - In: Journal of business research : JBR 78 (2017), pp. 332-340
Persistent link: https://www.econbiz.de/10011736406
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Interaction effects of formal and social controls on business-to-business performance
Rhee, Jin Hwa; Kim, Jae Wook; Lee, Jong-Ho - In: Journal of business research : JBR 67 (2014) 10, pp. 2123-2131
Persistent link: https://www.econbiz.de/10010400101