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Performance in B2B sales: An explanation of how channel management and communication influence a firm's performance

Maier, Günther - In: Naše gospodarstvo / Our Economy 67 (2021) 3, pp. 38-48

Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical … to review the drivers of a sales process in terms of sales cycles, channels and communication in relation to it's effect … contribution of this review is to understand the various capabilities in channel management and communication that can be adapted …

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Dynamic delegation with a persistent state

Chen, Yi - In: Theoretical economics : TE ; an open access journal in … 17 (2022) 4, pp. 1589-1618

In this paper, I study the dynamic delegation problem in a principal–agent model wherein an agent privately observes a persistently evolving state, and the principal commits to actions based on the agent's reported state. There are no transfers. While the agent has state-independent...

Persistent link: https://www.econbiz.de/10013472496