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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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Is advertising an underappreciated driver of sales growth in B2B markets? : theoretical perspectives and empirical evidence
Guenther, Miriam; Guenther, Peter - In: Industrial marketing management : the international … 87 (2020), pp. 76-89
Persistent link: https://www.econbiz.de/10012285136
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Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla; Yrjölä, Mika; Hautamäki, Pia - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
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How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.; Schumann, Jan Hendrik; Schmitz, … - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
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Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan; Sridhar, Shrihari; Grewal, Rajdeep; … - In: Journal of marketing 81 (2017) 2, pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
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A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.; Lund, Donald J.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
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On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.; Zhao, Yanhui; Richards, Keith A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
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Double-loop sales adaptation : a conceptual model and an empirical investigation
Viio, Paul; Nordin, Fredrik - In: Journal of business-to-business marketing 24 (2017) 2, pp. 123-137
Persistent link: https://www.econbiz.de/10011735903
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The transformation of selling for value co-creation : antecedents and boundary conditions
Corsaro, Daniela; Maggioni, Isabella - In: Marketing theory 22 (2022) 4, pp. 563-600
Persistent link: https://www.econbiz.de/10013435581
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A re-examination of B2B sales performance
Zallocco, Ronald; Pullins, Ellen; Mallin, Michael L. - In: The journal of business & industrial marketing 24 (2009) 8, pp. 598-610
Persistent link: https://www.econbiz.de/10009525684