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Distinguishing between the roles of customer-oriented selling and adaptive selling in managing dysfunctional conflict in buyer-seller relationships
Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 245-260
Persistent link: https://www.econbiz.de/10009776528
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Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value
Hohenschwert, Lena; Geiger, Susi - In: Industrial marketing management : the international … 49 (2015), pp. 139-150
Persistent link: https://www.econbiz.de/10011374568
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Self-managing selling teams and team performance : the complementary roles of empowerment and control
Lambe, C. Jay; Webb, Kevin L.; Ishida, Chiharu - In: Industrial marketing management : the international … 38 (2009) 1, pp. 5-16
Persistent link: https://www.econbiz.de/10003810410
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Exploratory navigation and salesperson performance : investigating selected antecedents and boundary conditions in high-technology and financial services contexts
Plouffe, Christopher R.; Sridharan, Srinivas; Barclay, … - In: Industrial marketing management : the international … 39 (2010) 4, pp. 538-550
Persistent link: https://www.econbiz.de/10003983982
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The future of sales training : challenges and related research questions
Lassk, Felicia G.; Ingram, Thomas N.; Kraus, Florian; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 141-154
Persistent link: https://www.econbiz.de/10009505508
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The trusted advisor in inter-firm interpersonal relationships
Neu, Wayne A.; Gonzalez, Gabriel R.; Pass, Michael W. - In: Journal of relationship marketing : innovations & … 10 (2011) 4, pp. 238-263
Persistent link: https://www.econbiz.de/10009492517
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The impact of trust in manager on unethical intention and customer-oriented selling
Schwepker, Charles H. <Jr.>; Schultz, Roberta J. - In: The journal of business & industrial marketing 28 (2013) 4, pp. 347-356
Persistent link: https://www.econbiz.de/10009747462
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Social media usage : an investigation of B2B salespeople
Schultz, Roberta J.; Schwepker, Charles H. <Jr.>; Good, … - In: American journal of business : applying research to … 27 (2012) 2, pp. 174-196
Persistent link: https://www.econbiz.de/10009711412
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Customer relationship management (CRM)'s impact on B to B sales professionals' collaboration and sales performance
Rodriguez, Michael; Honeycutt, Earl D. - In: Journal of business-to-business marketing 18 (2011) 4, pp. 335-356
Persistent link: https://www.econbiz.de/10009412780
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Salesperson's listening ability as an antecedent to relationship selling
Drollinger, Tanya; Comer, Lucette B. - In: The journal of business & industrial marketing 28 (2013) 1, pp. 50-59
Persistent link: https://www.econbiz.de/10009723091