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Selling to enabled purchasers : the effect of perceived supply risk and profit impact on the buyer-seller interaction
Paesbrugghe, Bert; Vuori, Johanna; Kock, Heidi - In: The journal of business & industrial marketing 37 (2022) 5, pp. 1012-1024
Persistent link: https://www.econbiz.de/10013399847
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Why cannot we all just get along? : resolving customer-focused team interface conflicts in a B2B firm leveraging AHP-based multi-criteria decision-making
Enyinda, Chris I.; Blankson, Charles; Cao, Guangming; … - In: The journal of business & industrial marketing 38 (2023) 3, pp. 568-592
Persistent link: https://www.econbiz.de/10013539333
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Buyer versus salesperson expectations for an initial B2B sales meeting
Kaski, Timo Arvid; Hautamaki, Pia; Pullins, Ellen; … - In: The journal of business & industrial marketing 32 (2017) 1, pp. 47-57
Persistent link: https://www.econbiz.de/10011609274
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Clarifying the influence of emotional intelligence on salesperson performance
Kadic-Maglajlic, Selma; Vida, Irena; Obadia, Claude; … - In: The journal of business & industrial marketing 31 (2016) 7, pp. 877-888
Persistent link: https://www.econbiz.de/10011564122
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The impact of salesperson customer orientation on sales performance via mediating mechansim
Singh, Rakesh; Vengopal, Pingali - In: The journal of business & industrial marketing 30 (2015) 5, pp. 594-607
Persistent link: https://www.econbiz.de/10011339841
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Thought self-leadership strategies and sales performance : integrating selling skills and adaptive selling behavior as missing links
Rakesh Singh; Kumar, Narendra; Puri, Sandeep - In: The journal of business & industrial marketing 32 (2017) 5, pp. 652-663
Persistent link: https://www.econbiz.de/10011692462
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Social media as a resource in SMEs' sales process
Bocconcelli, Roberta; Cioppi, Marco; Pagano, Alessandro - In: The journal of business & industrial marketing 32 (2017) 5, pp. 693-709
Persistent link: https://www.econbiz.de/10011692489
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Examining the use of sales force management practices
Reid, David A.; Plank, Richard E.; Peterson, Robert M.; … - In: The journal of business & industrial marketing 32 (2017) 7, pp. 974-986
Persistent link: https://www.econbiz.de/10011773576
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Praise sales personnel for talent or effort? : person versus process-focused feedback, goal orientation and performance
Lin, Yu-Tse - In: The journal of business & industrial marketing 32 (2017) 8, pp. 1073-1086
Persistent link: https://www.econbiz.de/10011802597
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Workplace spirituality governance : impact on customer orientation and salesperson performance
Chawla, Vaibhav - In: The journal of business & industrial marketing 31 (2016) 4, pp. 498-506
Persistent link: https://www.econbiz.de/10011496552