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The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, Paolo; Baldauf, Artur; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 43 (2014) 5, pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
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The strategic role of the sales force : perceptions of senior sales executives
Cron, William L.; Baldauf, Artur; Leigh, Thomas W.; … - In: Journal of the Academy of Marketing Science 42 (2014) 5, pp. 471-489
Persistent link: https://www.econbiz.de/10010417563
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Salespeople as knowledge brokers : a review and critique of the challenger sales model
Rapp, Adam; Bachrach, Daniel G.; Panagopoulos, Nikolaos; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 4, pp. 245-259
Persistent link: https://www.econbiz.de/10010431573
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Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting : conceptual framework and research...
Javalgi, Rajshekhar G.; Hall, Kenneth D.; Cavusgil, S. Tamer - In: International business review : the official journal of … 23 (2014) 6, pp. 1193-1202
Persistent link: https://www.econbiz.de/10010485020
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The interaction of three dimensions of trust, relational selling, team selling and B2B sales success in the European market
Caldarola, Richard A. L. - In: International business and economics research journal 8 (2009) 1, pp. 19-30
Persistent link: https://www.econbiz.de/10009517990
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Social media : influencing customer satisfaction in B2B sales
Agnihotri, Raj; Dingus, Rebecca; Hu, Michael Y.; Krush, … - In: Industrial marketing management : the international … 53 (2016), pp. 172-180
Persistent link: https://www.econbiz.de/10011448094
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Outward-looking and future-oriented customer value potential management : the sales force value appropriation role
Balboni, Bernardo; Terho, Harri - In: Industrial marketing management : the international … 53 (2016), pp. 181-193
Persistent link: https://www.econbiz.de/10011448275
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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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The impact of guanxi on ethical perceptions : the case of Taiwanese salespeople
Huang, Wen-yeh; Huang, Ching-yun; Dubinsky, Alan J. - In: Journal of business-to-business marketing 21 (2014) 1, pp. 1-17
Persistent link: https://www.econbiz.de/10010343533