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Selling behaviours and sales performance : the moderating and mediating effects of interpersonal mentalizing
Chakrabarty, Subhra; Widing, Robert E., II; Brown, Gene - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 112-122
Persistent link: https://www.econbiz.de/10010346532
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Distinguishing between the roles of customer-oriented selling and adaptive selling in managing dysfunctional conflict in buyer-seller relationships
Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 245-260
Persistent link: https://www.econbiz.de/10009776528
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The role of top management in developing a customer-oriented sales force
Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 4, pp. 437-449
Persistent link: https://www.econbiz.de/10009680329
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Manifest conflict, customer orientation and performance outcomes in international buyer-seller relationships
Leckie, Civilai; Widing, Robert E., II; Whitwell, Gregory J. - In: The journal of business & industrial marketing 32 (2017) 8, pp. 1062-1072
Persistent link: https://www.econbiz.de/10011802590