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The effect of personal relationship and consultative task behaviors on buyer perceptions of salesperson trust, expertise, and loyalty

Newell, Stephen J.; Belonax, Joseph J.; McCardle, Michael W. - In: Journal of marketing theory and practice 19 (2011) 3, pp. 307-316

Persistent link: https://www.econbiz.de/10009884981

The impacts of affective and cognitive social conflict in business-to-business buyer-seller relationships : a comparison of new versus ongoing buyer-seller relationships

Plank, Richard E.; Reid, David A.; Newell, Stephen J. - In: Journal of business-to-business marketing 14 (2007) 2, pp. 41-72

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The effect of social conflict on relationship loyalty in business markets

Plank, Richard E.; Newell, Stephen J. - In: Industrial marketing management : the international … 36 (2007) 1, pp. 59-67

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MARKET FORESIGHT CAPABILITY: DETERMINANTS AND NEW PRODUCT OUTCOMES

McCardle, Michael - 2007

To achieve and maintain a superior competitive position, firms must develop market sensing capability—the ability to sense events and trends in markets ahead of competitors (Day 1994a). According to Day, in firms with superior market sensing capability, “the processes for gathering,...

Persistent link: https://www.econbiz.de/10009431116

A critical review of industrial market segmentation

Plank, Richard E. - In: Industrial marketing management : the international … 14 (1985) 2, pp. 79-91

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Logistics performance measurement in the supply chain : a benchmark

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A competency model for entry level business-to-business services salespeople

Lambert, Brian; Plank, Richard E.; Reid, David A.; … - In: Services marketing quarterly 35 (2014) 1, pp. 84-103

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Clarifying the influence of emotional intelligence on salesperson performance

Kadic-Maglajlic, Selma; Vida, Irena; Obadia, Claude; … - In: The journal of business & industrial marketing 31 (2016) 7, pp. 877-888

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The consumption of online news : the relationship of attitudes toward the site and credibility

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Fundamentals of business marketing research

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