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Workplace spirituality governance : impact on customer orientation and salesperson performance
Chawla, Vaibhav - In: The journal of business & industrial marketing 31 (2016) 4, pp. 498-506
Persistent link: https://www.econbiz.de/10011496552
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The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo; DeLuca, Luigi M.; Spiro, Rosann L. - In: The journal of business & industrial marketing 31 (2016) 4, pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
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A sales process framework to regain B2B customers
Liu, Annie; Leach, Mark; Chugh, Richa - In: The journal of business & industrial marketing 30 (2015) 8, pp. 906-914
Persistent link: https://www.econbiz.de/10011496790
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What sells in Romania : performance or relationships?
Mihoc, Florin; Wilkinson, Timothy J.; Hinnenkamp, Craig - In: Journal of East-West business 22 (2016) 2, pp. 77-96
Persistent link: https://www.econbiz.de/10011499793
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The use of social media in sales : individual and organizational antecedents, and the role of customer engagement in social media
Guesalaga, Rodrigo - In: Industrial marketing management : the international … 54 (2016), pp. 71-79
Persistent link: https://www.econbiz.de/10011478719
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Rhetoric in customer referencing : fortifying sales arguments in two start-up companies
Ruokolainen, Jari; Aarikka-Stenroos, Leena - In: Industrial marketing management : the international … 54 (2016), pp. 188-202
Persistent link: https://www.econbiz.de/10011478793
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Strategic management of salespeople when promoting new products : moderating effects of sales-related organizational psychological climate
Chen, Annie Huiling; Peng, Norman; Hung, Kuang-peng - In: European journal of marketing : EJM 49 (2015) 9/10, pp. 1616-1644
Persistent link: https://www.econbiz.de/10011409521
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The impact of working relationship quality on job satisfaction and sales person performance : an adaptive selling behaviour
Raza, M. Yousaf; Rafique, Tariq; Hussain, M. Manshoor; … - In: Asia-Pacific journal of management research and … 11 (2015) 1, pp. 1-8
Persistent link: https://www.econbiz.de/10011383256
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Drivers of sales force equity in the service industry
Echchakoui, Saïd - In: Journal of retailing and consumer services 27 (2015), pp. 140-153
Persistent link: https://www.econbiz.de/10011388113
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Managing customer and organizational complexity in sales organizations
Schmitz, Christian; Ganesan, Shankar - In: Journal of marketing 78 (2014) 6, pp. 59-77
Persistent link: https://www.econbiz.de/10010463457