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Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi; Parvinen, Petri; McFarland, Richard G. - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
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Contemporary challenges in direct selling
Şahin, Ebru - 2019
Persistent link: https://www.econbiz.de/10012109967
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Exploring risks, advantages and interpersonal trust in buyer-salesperson relationships in direct selling in a non-western country
Poon, Patrick; Albaum, Gerald S.; Yin, Cheng-Yue - In: International journal of retail & distribution management 45 (2017) 3, pp. 328-342
Persistent link: https://www.econbiz.de/10011640130
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The direct and reposting effects of advertorials on sales
Wang, Xia; Yu, Chunling; Dong, Lily C. - In: Frontiers of business research in China : selected … 10 (2016) 3, pp. 451-469
Persistent link: https://www.econbiz.de/10011848536
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Direct-Marketing in der Zukunft : Appointment-Selling durch Multi-Level-Marketing-Companies aus verhaltenswissenschaftlicher Sicht
Weinberg, Peter; Besemer, Simone - In: Marketing-Management und Unternehmensführung : …, (pp. 611-634). 2001
Persistent link: https://www.econbiz.de/10001653350
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The Impact of Consumer Fairness Seeking on Distribution Channel Selection : Direct Selling vs. Agent Selling
Yi, Zelong - 2016
. Specifically, the manufacturer can sell the product directly to consumers (named direct selling) or via a middleman retailer (named … agent selling). The manufacturer then decides which distribution channel to adopt with an aim to maximize his profit. Under … downward decentralize his distribution channel by adopting agent selling when consumers are extremely fairness-minded. However …
Persistent link: https://www.econbiz.de/10012980837
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Online sales : a direct marketing opportunity for rural farms?
O'Hara, Jeffrey K.; Low, Sarah A. - In: Journal of agricultural and applied economics : JAEE 52 (2020) 2, pp. 222-239
Persistent link: https://www.econbiz.de/10012268967
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The effect of firms' structural designs on advertising and personal selling returns
Lee, Ju-Yeon; Sridhar, Shrihari; Palmatier, Robert W. - In: International journal of research in marketing : IJRM ; … 34 (2017) 1, pp. 173-193
Persistent link: https://www.econbiz.de/10011671962
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Selling to enabled purchasers : the effect of perceived supply risk and profit impact on the buyer-seller interaction
Paesbrugghe, Bert; Vuori, Johanna; Kock, Heidi - In: The journal of business & industrial marketing 37 (2022) 5, pp. 1012-1024
Persistent link: https://www.econbiz.de/10013399847
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The 2013 Customer Intimacy Index
Wood, Andy - In: Journal of direct, data and digital marketing practice … 15 (2013) 1, pp. 64-70
Persistent link: https://www.econbiz.de/10010256405