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What makes sales presentations effective : a buyer-seller perspective
Cicala, John E.; Smith, Rachel Korfhage; Bush, Alan J. - In: The journal of business & industrial marketing 27 (2012) 2, pp. 78-88
Persistent link: https://www.econbiz.de/10009511748
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The sales profession as a subculture : implications for ethical decision making
Bush, Victoria; Bush, Alan J.; Oakley, Jared; Cicala, … - In: Journal of business ethics : JOBE 142 (2017) 3, pp. 549-565
Persistent link: https://www.econbiz.de/10011751927
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What makes sales presentations effective – a buyer‐seller perspective
Cicala, John E.; Smith, Rachel K.; Bush, Alan J. - In: Journal of Business & Industrial Marketing 27 (2012) 2, pp. 78-88
Purpose – This exploratory research aims to examine the commonalities and differences in how buyers and sellers perceive and characterize an effective sales presentation in an attempt to present issues/themes that may help start a dialogue into the theoretical underpinnings of effective sales...
Persistent link: https://www.econbiz.de/10014843104
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Do investors prefer new or existing sponsorship relationships : evidence from sponsorship interorganizational relationship formation and maintenance on firm stock returns
Evans, Robert D. <Jr.>; Deitz, George D.; Sherrell, … - In: Journal of marketing theory and practice 26 (2018) 4, pp. 329-338
Persistent link: https://www.econbiz.de/10011951421
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Sales technology : help or hindrance to ethical behaviors and productivity?
Bush, Alan J.; Bush, Victoria D.; Orr, Linda M.; Rocco, … - In: Journal of business research : JBR 60 (2007) 11, pp. 1198-1205
Persistent link: https://www.econbiz.de/10003560932
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Understanding emerging sales technology
Rocco, Richard A.; Bush, Alan J. - 2007
Persistent link: https://www.econbiz.de/10003537470
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Monitoring the ethical use of sales technology : an exploratory field investigation
Bush, Victoria; Bush, Alan J.; Orr, Linda - In: Journal of business ethics : JOBE 95 (2010) 2, pp. 239-257
Persistent link: https://www.econbiz.de/10008655262
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Customer entertainment in relationship marketing : a literature review and directions for future research
Oakley, Jared; Bush, Alan J. - In: Journal of relationship marketing : innovations & … 11 (2012) 1, pp. 21-40
Persistent link: https://www.econbiz.de/10009549374
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How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 51 (2015), pp. 100-114
Persistent link: https://www.econbiz.de/10011422779
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Salesperson coachability : what it is and why it matters
Shannahan, Kirby L. J.; Shannahan, Rachelle J.; Bush, … - In: The journal of business & industrial marketing 28 (2013) 5, pp. 411-420
Persistent link: https://www.econbiz.de/10009771103