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How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 51 (2015), pp. 100-114
Persistent link: https://www.econbiz.de/10011422779
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Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance
Rapp, Adam; Baker, Thomas L.; Bachrach, Daniel G.; … - In: Journal of retailing 91 (2015) 2, pp. 358-369
Persistent link: https://www.econbiz.de/10011309647
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Salespersons' empathy as a missing link in the customer orientation-loyalty chain : an investigation of drivers and age differences as a contingency
Gerlach, Gisela I.; Rödiger, Kai; Stock-Homburg, Ruth; … - In: The journal of personal selling & sales management : JPSSM 36 (2016) 3, pp. 221-239
Persistent link: https://www.econbiz.de/10011565540
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The effect of salesperson behavior and the influence of attributional thinking on customer reactions to an "open architecture" product offering
Daun, Winfried - 2011
Im vergangenen Jahrzehnt liess sich die Entwicklung eines spezifischen Vertriebsmodells beobachten, in welchem Unternehmen, die ihre eigenen Produkte über proprietäre Distributionskanäle vertreiben, diese Kanäle für Dritte, oft sogar für Konkurrenzprodukte öffnen. Eine der Branchen, die...
Persistent link: https://www.econbiz.de/10009516102
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Frontline employee anger in response to customer incivility : antecedents and consequences
Li, Shanshi; Zhan, Jueying; Cheng, Bao; Scott, Noel - In: International journal of hospitality management 96 (2021), pp. 1-12
Persistent link: https://www.econbiz.de/10012585684
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Can customer loyalty to a salesperson be harmful? : examining customer perceptions of salesperson emotional labor strategies post ethical transgressions
Chaker, Nawar N.; Beeler, Lisa L.; Delpechitre, Duleep - In: Industrial marketing management : the international … 96 (2021), pp. 238-253
Persistent link: https://www.econbiz.de/10013194581
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Impact of managerial control on the relationship between customer incivility and frontline employees' up-selling behavior
Hur, Won-Moo; Moon, Tae Won; Kim, Minsung - In: Service business 15 (2021) 4, pp. 639-665
Persistent link: https://www.econbiz.de/10012794103
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Customer incivility and frontline employees' revenge intentions : interaction effects of employee empowerment and turnover intentions
Bani-Melhem, Shaker; Quratulain, Samina; Al-Hawari, … - In: Journal of hospitality marketing & management 29 (2020) 4, pp. 450-470
Persistent link: https://www.econbiz.de/10012256145
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When frontline employee behavior backfires : distinguishing between customer gratitude and indebtedness and their impact on relational behaviors
Bock, Dora E.; Folse, Judith Anne Garretson; Black, … - In: Journal of service research : JSR 19 (2016) 3, pp. 322-336
Persistent link: https://www.econbiz.de/10011665447
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Driving in-role and extra-role brand performance among retail frontline salespeople : antecedents and the moderating role of customer orientation
Hughes, Douglas E.; Richards, Keith A.; Calantone, Roger J. - In: Journal of retailing 95 (2019) 2, pp. 130-143
Persistent link: https://www.econbiz.de/10012102968