Similar Search Results

Comparing objective service failures and subjective complaints : An investigation of domino and halo effects

Halstead, Diane; Morash, Edward A.; Ozment, John - In: Journal of Business Research 36 (1996) 2, pp. 107-115

Persistent link: https://www.econbiz.de/10005465766

High Touch Through High Tech: The Impact of Salesperson Technology Usage on Sales Performance via Mediating Mechanisms

Ahearne, Michael; Jones, Eli; Rapp, Adam; Mathieu, John - In: Management Science 54 (2008) 4, pp. 671-685

Sales technology has been touted as a primary tool for enhancing customer relationship management. However, empirical research is sparse concerning the use of information technology (IT) and its effects on the relationship between salespersons and customers. Using an interdisciplinary research...

Persistent link: https://www.econbiz.de/10009198205

Organizational and individual learning in the sales force: an agenda for sales research

Chonko, Lawrence B.; Dubinsky, Alan J.; Jones, Eli; … - In: Journal of Business Research 56 (2003) 12, pp. 935-946

Persistent link: https://www.econbiz.de/10005465859

Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-seller rela...

Jones, Eli; Busch, Paul; Dacin, Peter - In: Journal of Business Research 56 (2003) 4, pp. 323-340

Persistent link: https://www.econbiz.de/10005466238

The role of overload on job attitudes, turnover intentions, and salesperson performance

Jones, Eli; Chonko, Lawrence; Rangarajan, Deva; … - In: Journal of Business Research 60 (2007) 7, pp. 663-671

Persistent link: https://www.econbiz.de/10005477577