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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 … salespeople improve performance. Moreover, Guanxi does play some role in explaining sales performance of B2B salespeople. Based on … factors that may ensure salespeople's success. The research also takes into account the China-originated construct called …
Persistent link: https://www.econbiz.de/10014425793
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The use of social media among business-to-business sales professionals in China : how social media helps create and solidify guanxi relationships between sales professionals and cu...
Niedermeier, Keith E.; Wang, Emily; Zhang, Xiaohzan - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 33-49
Persistent link: https://www.econbiz.de/10011555619
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The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva - In: European journal of marketing 57 (2023) 3, pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
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Can buzzing bring business? : social interactions, network centrality and sales performance : an empirical study on business-to-business communities
Zhang, Yin; Lu, Baozhou; Zheng, Haidong - In: Journal of business research : JBR 112 (2020), pp. 170-189
Persistent link: https://www.econbiz.de/10012230575
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The impact of social capital and transaction efficacy on salesperson performance
Mallapragada, Girish; Gupta, Aditya; Josephson, Brett - In: Production and operations management : the flagship … 31 (2022) 9, pp. 3525-3542
Persistent link: https://www.econbiz.de/10013419341
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An integrated B2B guanxi model : a Taiwan perspective
Kuo, Min-Jon; Zhu, Dauw-Song; White, Louis P. - In: Journal of relationship marketing : innovations and … 19 (2020) 4, pp. 309-328
Persistent link: https://www.econbiz.de/10012312407
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Guanxi, communication, power, and conflict in industrial buyer-seller relationships : mitigations against the cultural background of harmony in China
Zhang, Zaixiao; Zhang, Mingli - In: Journal of business-to-business marketing 20 (2013) 2, pp. 99-117
Persistent link: https://www.econbiz.de/10009760633
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Salespersons' guanxi orientation, communication, and manifest conflict : an empirical study in China
Zhang, Zaixiao; Zhang, Mingli - In: Psychology & marketing 31 (2014) 9, pp. 786-800
Persistent link: https://www.econbiz.de/10010405127
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A comparative study of small business owner-managers' identity construction in B2B relationship marketing and business networking discourse in the UK and China
Preechanont, Piyanuch; Lu, Tao - In: Journal of enterprising culture 21 (2013) 4, pp. 495-532
Persistent link: https://www.econbiz.de/10010346341
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New business client acquisition using social networking sites
Kazienko, Przemyslaw; Szozda, Natalia; Filipowski, Tomasz; … - In: Electronic markets : the international journal on … 23 (2013) 2, pp. 93-103
Persistent link: https://www.econbiz.de/10009750451