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The role of leaders in internal marketing

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High touch through high tech: the impact of salesperson technology usage on sales performance via mediating mechanisms

Ahearne, Michael; Jones, Eli; Rapp, Adam; Mathieu, John - In: Management science : journal of the Institute for … 54 (2008) 4, pp. 671-685

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Know your customer : how salesperson perceptions of customer relationship quality form and influence account profitability

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The intersection of service and sales : the increased importance of ambidexterity

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Know Your Customer : How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability

Mullins, Ryan; Ahearne, Michael; Lam, Son K.; Hall, Zachary - 2015

Firms often utilize salesperson intelligence in marketing strategies to improve sales performance. However, this approach is problematic if the information is based on inaccurate perceptions. In light of this, the authors introduce a theoretical model to study the antecedents and profit impact...

Persistent link: https://www.econbiz.de/10014138827