Paparoidamis, Nicholas G.; Guenzi, Paolo - In: European Journal of Marketing 43 (2009) 7/8, pp. 1053-1075
Purpose – This study aims to develop and test a model of relationship selling management. It seeks to examine the impact of leadership quality and relationship selling, as antecedents of salespeople's relational behaviours, on sales effectiveness. Design/methodology/approach – Starting from...