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Selling behaviours and sales performance : the moderating and mediating effects of interpersonal mentalizing

Chakrabarty, Subhra; Widing, Robert E., II; Brown, Gene - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 112-122

Persistent link: https://www.econbiz.de/10010346532

Closed influence tactics : do smugglers win in the long run?

Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 30 (2010) 1, pp. 23-32

Persistent link: https://www.econbiz.de/10003953626

The effects of perceived customer dependence on salesperson influence strategies

Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 30 (2010) 4, pp. 327-341

Persistent link: https://www.econbiz.de/10008735700

The role of top management in developing a customer-oriented sales force

Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 4, pp. 437-449

Persistent link: https://www.econbiz.de/10009680329

The impact of supervisory adaptive selling and supervisory feedback on salesperson performance

Chakrabarty, Subhra; Oubre, Diana T.; Brown, Gene - In: Industrial marketing management : the international … 37 (2008) 4, pp. 447-454

Persistent link: https://www.econbiz.de/10003733199

Distinguishing between the roles of customer-oriented selling and adaptive selling in managing dysfunctional conflict in buyer-seller relationships

Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 245-260

Persistent link: https://www.econbiz.de/10009776528

Manifest conflict, customer orientation and performance outcomes in international buyer-seller relationships

Leckie, Civilai; Widing, Robert E., II; Whitwell, Gregory J. - In: The journal of business & industrial marketing 32 (2017) 8, pp. 1062-1072

Persistent link: https://www.econbiz.de/10011802590

A century of strategic management and corporate sustainability : how may bank-owned projects avoid bankruptcies

Mansour, Aly; Chakrabarty, Subhra - In: International journal of financial innovation in … 2 (2019) 4, pp. 304-313

Persistent link: https://www.econbiz.de/10012256888

Just-in-time selling construct : definition and measurement

Green, Kenneth W.; Inman, R. Anthony; Brown, Gene - In: Industrial marketing management : the international … 37 (2008) 2, pp. 131-142

Persistent link: https://www.econbiz.de/10003701295

Market orientation: relation to structure and performance

Green, Kenneth W.; Inman, R. Anthony; Brown, Gene; … - In: Journal of Business & Industrial Marketing 20 (2005) 6, pp. 276-284

Purpose – Organizational structure dimensions have been theorized as antecedents to and organizational performance as a consequence of market orientation. Multiple studies have investigated the theorized relationships and returned inconsistent results. The purpose of this study is to identify...

Persistent link: https://www.econbiz.de/10014842783