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Relational selling strategy and key account managers' relational behaviors: An exploratory study
Guenzi, Paolo; Pardo, Catherine; Georges, Laurent - In: Industrial marketing management : the international … 36 (2007) 1, pp. 121
Persistent link: https://www.econbiz.de/10007392172
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Antecedents and consequences of a firm's selling orientation
Guenzi, Paolo - In: European journal of marketing : EJM 37 (2003) 5-6, pp. 706-727
Persistent link: https://www.econbiz.de/10006084231
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Loyalty building, relational trade-offs and key service employees: the case of radio DJs
Arbore, Alessandro; Guenzi, Paolo; Ordanini, Andrea - In: Journal of service management 20 (2009) 3/4, pp. 317-341
Persistent link: https://www.econbiz.de/10008374471
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A comprehensive model of customer trust in two retail stores
Guenzi, Paolo; Johnson, Michael D.; Castaldo, Sandro - In: Journal of service management 20 (2009) 3/4, pp. 290-316
Persistent link: https://www.econbiz.de/10008374472
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Loyalty building, relational trade-offs and key service employees: the case of radio DJs
Arbore, Alessandro; Guenzi, Paolo; Ordanini, Andrea - In: Journal of service management 20 (2009) 3, pp. 317-341
Persistent link: https://www.econbiz.de/10008374513
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A comprehensive model of customer trust in two retail stores
Guenzi, Paolo; Johnson, Michael D.; Castaldo, Sandro - In: Journal of service management 20 (2009) 3, pp. 290-316
Persistent link: https://www.econbiz.de/10008374514
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An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
Paparoidamis, Nicholas G.; Guenzi, Paolo - In: European journal of marketing : EJM 43 (2009) 7-8, pp. 1053-1075
Persistent link: https://www.econbiz.de/10008326549
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The sales function in the twenty-first century: where are we and where do we go from here?
Geiger, Susi; Guenzi, Paolo - In: European journal of marketing : EJM 43 (2009) 7-8, pp. 873-889
Persistent link: https://www.econbiz.de/10008326557
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Dispersion of influence between Marketing and Sales: Its effects on superior customer value and market performance
Troilo, Gabriele; De Luca, Luigi M.; Guenzi, Paolo - In: Industrial marketing management : the international … 38 (2009) 8, pp. 872-882
Persistent link: https://www.econbiz.de/10008332358
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The impact of strategic account managers' behaviors on relational outcomes: An empirical study
Guenzi, Paolo; Georges, Laurent; Pardo, Catherine - In: Industrial marketing management : the international … 38 (2009) 3, pp. 300-311
Persistent link: https://www.econbiz.de/10008225933