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The role of ethics in business-to-business marketing : an exploratory review and research agenda

Anand, Amitabh; Bowen, Melanie; Spivack, April J.; … - 2023

Despite the prominence of ethics in mainstream marketing literature, its position in business-to-business (B2B …) marketing continues to be underrepresented. In this article, we conduct a systematic literature review to investigate the role … of ethics in business-to-business (B2B) marketing. First, we evaluate how ethics-related topics have evolved in the B2B …

Persistent link: https://www.econbiz.de/10014525744

Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople

Paesbrugghe, Bert; Rangarajan, Deva; Hochstein, Bryan; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 289-305

Persistent link: https://www.econbiz.de/10012395131

To be yourself or to be your ideal self? : outcomes of potential applicants' actual and ideal self-congruity perceptions

Wille, Lien; Van Hoye, Greet; Weijters, Bert; … - In: Journal of personnel psychology 17 (2018) 3, pp. 107-119

Persistent link: https://www.econbiz.de/10011943588

Personal selling and the purchasing function : where do we go from here?

Paesbrugghe, Bert; Sharma, Arun; Rangarajan, Deva; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 123-143

Persistent link: https://www.econbiz.de/10011936261

Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function

Paesbrugghe, Bert; Rangarajan, Deva; Sharma, Arun; … - In: Industrial marketing management : the international … 62 (2017), pp. 171-184

Persistent link: https://www.econbiz.de/10011707114

Lone wolf tendency and ethical behaviors in sales : examining the roles of perceived supervisor support and salesperson self-efficacy

Lussier, Bruno; Chaker, Nawar N.; Hartmann, Nathaniel N.; … - In: Industrial marketing management : the international … 104 (2022), pp. 304-316

Persistent link: https://www.econbiz.de/10013326927

Customer success management, customer health, and retention in B2B industries

Hochstein, Bryan W.; Voorhees, Clay M.; Pratt, Alexander B. - In: International journal of research in marketing : IJRM ; … 40 (2023) 4, pp. 912-932

Persistent link: https://www.econbiz.de/10014451313