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Performing under pressure : winning customers through improvisation in team selling

Hill, Katerina E.; Bush, Victoria D.; Vorhies, Douglas; … - In: Journal of relationship marketing : innovations & … 16 (2017) 4, pp. 227-244

Persistent link: https://www.econbiz.de/10011820604

Multidexterity in customer relationship management : managerial implications and a research agenda

Ritter, Thomas; Geersbro, Jens - In: Industrial marketing management : the international … 69 (2018), pp. 74-79

Persistent link: https://www.econbiz.de/10011822300

The effectiveness of key account management practices

Davies, Iain A.; Ryals, Lynette J. - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1182-1194

Persistent link: https://www.econbiz.de/10010439580

Impact of CRM strategy on relationship commitment and new product development : mediating effects of learning from failure

Bang, Nguyen; Chen, Junsong; Foroudi, Pantea; Yu, Xiaoyu; … - In: Journal of strategic marketing 30 (2022) 5, pp. 443-480

Persistent link: https://www.econbiz.de/10013370891

Relationship management, competitive advantage and performance of hotels : a resource-based view

Ofori, Daniel; Appiah-Nimo, Christina - In: Journal of African business 23 (2022) 3, pp. 712-730

Persistent link: https://www.econbiz.de/10013352972

Exploring the role of relationship management and relationship quality in B2B : empirical insights and future research directions

Lasrado, Flevy; Thaichon, Park; Nyadzayo, Munyaradzi - In: The journal of business & industrial marketing 38 (2023) 5, pp. 1055-1086

Persistent link: https://www.econbiz.de/10014276729

Are supply chain partnerships developed and implemented according to their potential?

Enz, Matias G.; Lambert, Douglas M. - In: The international journal of logistics management 35 (2024) 2, pp. 395-424

Persistent link: https://www.econbiz.de/10014485261

Relationship management for recurrent project value creation

Theyel, Nelli; Theyel, Gregory - In: Journal of engineering and technology management : JET-M 69 (2023), pp. 1-12

Persistent link: https://www.econbiz.de/10014450668

Measuring public relationships among students and administrators at the University of Florida

Hon, Linda; Brunner, Brigitta - In: Journal of Communication Management 6 (2002) 3, pp. 227-238

A survey of 463 students examined how they perceive their relationship with the University of Florida. Overall, students described the relationship as one characterised by trust and satisfaction and they tended to feel more neutral about control mutuality, commitment and an exchange...

Persistent link: https://www.econbiz.de/10014850698

Helicopter view: an interpersonal relationship sales process framework

Wiatr Borg, Susanne; Vagn Freytag, Per - In: Journal of Business & Industrial Marketing 27 (2012) 7, pp. 564-571

Purpose – This paper aims to offer a two‐dimensional holistic framework for analyzing interpersonal relationships in the sales process in a business‐to‐business (B2B) context. Design/methodology/approach – This paper takes the form of a literature study of the key concept, i.e....

Persistent link: https://www.econbiz.de/10014843143