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Proposing a sales performance motivational framework for B2B sellers in services firms
Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - In: European research on management and business economics 30 (2024) 1, pp. 1-14
This study tests a framework of business-to-business (B2B) sellers' sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results...
Persistent link: https://www.econbiz.de/10014518829
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Supplier motivation to share knowledge : an experimental investigation of a social exchange perspective
Chen, Jie; Zhao, Xiande; Lewis, Michael - In: International journal of operations & production management 43 (2023) 5, pp. 760-780
Persistent link: https://www.econbiz.de/10014253103
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Persönliche Motivation von EinkäuferInnen im Business-to-Business Umfeld : Autonomie, Kompetenz und soziale Eingebundenheit als Schlüsselfaktoren
Koch, Volker; Zunk, Bernd Markus - 2021
Persistent link: https://www.econbiz.de/10013187638
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The impact of customer motivation on the customer-salesperson relationship
Rowe, William J.; Chullen, Cody Logan; Kirchoff, Jon F. - In: SAM advanced management journal : amj 81 (2016) 4, pp. 23-36
Persistent link: https://www.econbiz.de/10011649292
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The effect of buyer pressure on suppliers in SMEs to demonstrate CSR practices : an added incentive or counter productive?
Baden, Denise A.; Harwood, Ian A.; Woodward, David G. - In: European management journal 27 (2009) 6, pp. 429-441
Persistent link: https://www.econbiz.de/10003902226
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Emotional and rational motivations for customer loyalty in business-to-business professional services
Čater, Barbara; Čater, Tomaž - In: The service industries journal 29 (2009) 7/8, pp. 1151-1169
Persistent link: https://www.econbiz.de/10003990510
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Delegating slotting allowance authority to the sales force
Rowe, William J.; Skinner, Steven J. - In: Industrial marketing management : the international … 57 (2016), pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
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A multi-method investigation of buyer power and supplier motivation to share knowledge
Chen, Jie; Zhao, Xiande; Lewis, Mike; Squire, Brian - In: Production and operations management : an international … 25 (2016) 3, pp. 417-431
Persistent link: https://www.econbiz.de/10011458265
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Intrinsic value of business-to-business relationships : an empirical taxonomy
Biggemann, Sergio; Buttle, Francis A. - In: Journal of business research : JBR 65 (2012) 8, pp. 1132-1138
Persistent link: https://www.econbiz.de/10009562077