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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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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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Power symmetry and the development of trust in interdependent relationships : the mediating role of goal congruence
Cuevas, Javier Marcos; Julkunen, Saara; Gabrielsson, Mika - In: Industrial marketing management : the international … 48 (2015), pp. 149-159
Persistent link: https://www.econbiz.de/10011346697
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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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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
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The challenger customer : selling to the hidden influencer who can multiply your results
Adamson, Brent; Dixon, Matthew; Spenner, Pat; Toman, Nick - 2015
Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus...
Persistent link: https://www.econbiz.de/10011458682
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Improving professional selling effectiveness through the alignment of buyer and seller exchange approaches
Autry, Chad W.; Williams, Michael R.; Moncrief, William C. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 165-184
Persistent link: https://www.econbiz.de/10009745302
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Building trust in US-Japanese business relationships : mediating role of cultural sensitivity
Lohtia, Ritu; Bello, Daniel C.; Porter, Constance Elise - In: Industrial marketing management : the international … 38 (2009) 3, pp. 239-252
Persistent link: https://www.econbiz.de/10003840531
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Social bonding as a determinant of share of wallet and cross-buying behaviour in B2B relationships
Paulssen, Marcel; Roulet, Raphael - In: European journal of marketing : EJM 51 (2017) 5/6, pp. 1011-1028
Persistent link: https://www.econbiz.de/10011708799
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Managing trade-in programs based on product characteristics and customer heterogeneity in business-to-business markets
Li, Kate J.; Fong, Duncan K. H.; Xu, Susan H. - In: Manufacturing & service operations management : M & SOM 13 (2011) 1, pp. 108-123
Persistent link: https://www.econbiz.de/10008905483