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Familiarity breeds contempt : perceived service and sales complacency in business-to-business relationships
Friend, Scott B.; Johnson, Jeff S. - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 42-60
Persistent link: https://www.econbiz.de/10011690133
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Identifying aggressive versus ethical sales supervision in B2B service recovery : a multilevel perspective
Ahmad, Bilal; Liu, Da; Akhtar, Nadeem; Akbar, Muhammad … - In: Asia Pacific journal of marketing and logistics 34 (2022) 10, pp. 2331-2349
Persistent link: https://www.econbiz.de/10013553003
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Selling relationship quality to increase salesperson performance in the pharmacy industry
Udayana, Ida Bagus Nyoman; Farida, Naili; Ardyan, Elia - In: International journal of services and operations management 33 (2019) 2, pp. 262-285
Persistent link: https://www.econbiz.de/10012106461
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The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven; Kolberg, Anika; Haumann, Till; Wieseke, Jan - In: Journal of service research : JSR 18 (2015) 4, pp. 513-528
Persistent link: https://www.econbiz.de/10011392292
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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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Online upselling : moving beyond offline upselling in the hotel industry
Denizci Guillet, Basak - In: International journal of hospitality management 84 (2020), pp. 1-13
Persistent link: https://www.econbiz.de/10012146179
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Antecedents of salesperson performance in information service industry : the role of guanxi, adaptive selling behaviors and customer orientation
Thi-Thuy-Linh Nguyen; Xuan-Quynh Hoang; Pham Thi Lien; … - In: Cogent business & management 9 (2022) 1, pp. 1-19
-centric selling behaviors in the interaction with Guanxi-a measure of the quality of customer-salesperson relationship. The study … examines two well-established constructs in the body of sales literature, namely customer orientation and Adaptive selling … equation model (SEM). The results suggest that the adoption of adaptive selling and Customer-oriented behaviors may help …
Persistent link: https://www.econbiz.de/10014425793
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From internal marketing to customer- perceived relationship quality : evidence of Vietnamese banking firms
Park, Jong Hee; Thi Bich Hanh Tran - In: Total quality management & business excellence 31 (2020) 7/8, pp. 777-799
Persistent link: https://www.econbiz.de/10012256659
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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