Javalgi, Rajshekhar G.; Hall, Kenneth D.; Cavusgil, S. Tamer - In: International Business Review 23 (2014) 6, pp. 1193-1202
In the international business-to-business (B2B) setting, a firm's salespeople often have more direct, prolonged, and intimate contact with the customer and market environments than any other employees of the firm. In fact, for customers in many B2B markets, the salesperson is the face of the...
