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It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael; Haumann, Till; Kraus, Florian; … - In: Journal of the Academy of Marketing Science 41 (2013) 6, pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
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Building customer relationships while achieving sales performance results : is listening the holy grail of sales?
Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130
Persistent link: https://www.econbiz.de/10012103945
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Service leadership for adaptive selling and effective customer service teams
Wong, Alfred Y.; Liu, Ying; Tjosvold, Dean - In: Industrial marketing management : the international … 46 (2015), pp. 122-131
Persistent link: https://www.econbiz.de/10011286971
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Panacea or paradox? : the moderating role of ethical climate
Tanner, Emily C.; Tanner, John F.; Wakefield, Kirk - In: The journal of personal selling & sales management : JPSSM 35 (2015) 2, pp. 175-190
Persistent link: https://www.econbiz.de/10010527058
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The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance : exploring the moderating role of selling experience
Singh, Ramendra; Das, Gopal - In: The journal of business & industrial marketing 28 (2013) 7, pp. 554-564
Persistent link: https://www.econbiz.de/10010125761
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The impact of salesperson credibility-building statements on later stages of the sales encounter
Arndt, Aaron; Evans, Kenneth R.; Landry, Timothy D.; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 1, pp. 19-32
Persistent link: https://www.econbiz.de/10010338159
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Effects of ethical sales behaviour on satisfaction, trust, commitment, retention and words-of-mouth
Ou, Wei-Ming; Shih, Chia-Mei; Chen, Chin-Yuan - In: International journal of commerce and management 25 (2015) 4, pp. 673-686
Persistent link: https://www.econbiz.de/10011446689
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The impact of working relationship quality on job satisfaction and sales person performance : an adaptive selling behaviour
Raza, M. Yousaf; Rafique, Tariq; Hussain, M. Manshoor; … - In: Asia-Pacific journal of management research and … 11 (2015) 1, pp. 1-8
Persistent link: https://www.econbiz.de/10011383256
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Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio; Martín, Pedro Juan - In: The journal of business & industrial marketing 29 (2014) 5, pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
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Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry
Amenuvor, Fortune Edem; Yi, Ho Taek; Boateng, Henry - In: Asia Pacific journal of marketing and logistics 34 (2022) 4, pp. 800-816
Persistent link: https://www.econbiz.de/10013163381