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Investigating sales approaches and gender in customer relationships
Wood, John Andy; Johnson, Julie; Boles, James S.; … - In: The journal of business & industrial marketing 29 (2014) 1, pp. 11-23
Persistent link: https://www.econbiz.de/10010252795
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Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert; Rangarajan, Deva; Hochstein, Bryan; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
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Relationship Marketing : das Management von Kundenbeziehungen
Bruhn, Manfred - 2022 - 6., überarbeitete Auflage
Die Beziehungsführerschaft zum Kunden rückt neben den klassischen Wettbewerbsvorteilen, wie der Qualitäts- und Kostenführerschaft, als strategischer Erfolgsfaktor zunehmend in den Mittelpunkt. Deshalb gewinnt das Relationship Marketing – verstanden als Management von Kundenbeziehungen –...
Persistent link: https://www.econbiz.de/10012487212
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Spitzenleistungen im Vertrieb : Optimierungen im Vertriebs- und Kundenmanagement
Dannenberg, Holger - 2008
Einleitung: Spitzenleistungen in Vertriebs- und Kundenmanagement -- Top-10-Erfolgsfaktoren für Spitzenleistungen im Vertrieb -- Excellence in Sales ist ein Thema für das gesamte Unternehmen -- Der Zusammenhang von Marketing- und Vertriebsstrategie -- Entwicklung von erfolgreichen...
Persistent link: https://www.econbiz.de/10013517173
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How a digital platform transforms the value proposition in purchasing and buyer-supplier relationship management
Ocicka, Barbara - In: European research studies 24 (2021) 4, pp. 44-56
Persistent link: https://www.econbiz.de/10012667007
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Analysis of preferred customer enablers form supplier's perspective
Kumar C.V., Sunil; Routroy, Srikanta - In: Business process management journal 22 (2016) 6, pp. 1170-1191
Persistent link: https://www.econbiz.de/10011591121
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Industry viewpoint: relational interdependency and punctuated equilibrium
Feldman, Les James - In: Journal of Business & Industrial Marketing 13 (1998) 3, pp. 288-293
A better understanding of relational interdependency can help a buyer manage an effective level of commitment with a supplier and, consequently, increase successful exchange outcomes. The buyer which successfully manages relational commitment, encourages the supplier to make...
Persistent link: https://www.econbiz.de/10014843345
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Incorporating shortage strategies in industrial marketing
Wagner, William B.; Gopalakrishna, Srinath - In: Journal of Business & Industrial Marketing 16 (2001) 7, pp. 540-552
Industrial marketers must handle the problem of working in an environment characterized by supply shortages occurring on a regular basis. As customers continue to demand more, tolerance for supply delays and out‐of‐stock situations has decreased. Customer service has taken on an increasingly...
Persistent link: https://www.econbiz.de/10014843506
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Investigating sales approaches and gender in customer relationships
Andy Wood, John; Johnson, Julie; S. Boles, James; … - In: Journal of Business & Industrial Marketing 29 (2014) 1, pp. 11-23
Purpose – The purpose of this research is an examination of three different types of sales approaches (product-, solution- and provocation-based) on relational outcomes. The type of sales approach influences buyer's assessments about the trustworthiness of the salesperson and the conflict with...
Persistent link: https://www.econbiz.de/10014843593
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Ethics at the sales‐purchasing interface
Wood, Graham - In: Journal of Marketing Practice: Applied Marketing Science 1 (1995) 3, pp. 21-38
Examines ethics at the interface between sales and purchasing. Argues that it is an area of organizational life riven … persistent. Organizational concern with the current situation is expressed much more strongly with respect to purchasing than … explanation for the continued unethical environment in which purchasing and sales interact. Suggests that the individuals …
Persistent link: https://www.econbiz.de/10014889297