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Managing the sales transformation process in B2B : between human and digital
Corsaro, Daniela; Maggioni, Isabella - In: Italian journal of marketing : ITJM 2021 (2021) 1/2, pp. 25-56
Persistent link: https://www.econbiz.de/10012583869
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Influence of salesperson political skill : improving relationship building and reducing customer-directed deviance
Schwepker, Charles H. <Jr.>; Good, Megan C. - In: Journal of personal selling & sales management : JPSSM 41 (2021) 3, pp. 200-217
Persistent link: https://www.econbiz.de/10012623646
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B-to-B sales approaches
Gomez Macfarland, Hector - In: International business development : a concise textbook …, (pp. 177-195). 2021
Persistent link: https://www.econbiz.de/10012606634
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Business-to-business salespeople and political skill : relationship building, deviance, and performance
Good, Megan C.; Schwepker, Charles H. <Jr.> - In: Journal of business research : JBR 139 (2022), pp. 32-43
Persistent link: https://www.econbiz.de/10013194145
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Satisfactory listening : the differential role of salesperson communication in (co)creating value for B2B buyers
Hossain, Mehdi Tanzeeb; Gilbert, Jonathan Ross - In: Industrial marketing management : the international … 98 (2021), pp. 222-240
Persistent link: https://www.econbiz.de/10013206350
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It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael; Haumann, Till; Kraus, Florian; … - In: Journal of the Academy of Marketing Science 41 (2013) 6, pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
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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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Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert; Rangarajan, Deva; Hochstein, Bryan; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
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Investigating firm level drivers of salesperson brand identification
Allison, Lee; Flaherty, Karen E. - In: Journal of business research : JBR 121 (2020), pp. 154-169
Persistent link: https://www.econbiz.de/10012417335
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Precursors and outcomes of satisfaction in seller-customer business relationships : a sales perspective
Høgevold, Nils M.; Svensson, Göran; Mpinganjira, Mercy - In: International journal of procurement management 13 (2020) 4, pp. 531-552
Persistent link: https://www.econbiz.de/10012254622