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Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions
DeCarlo, Thomas E.; Hansen, John D. - In: Industrial marketing management : the international … 102 (2022), pp. 35-44
Persistent link: https://www.econbiz.de/10013259003
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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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Comparative versus noncomparative sales pitches : impact on new product buying behaviors and moderating role of buyerseller relationship
Dianoux, Christian; Herrmann, Jean-Luc; Chakroun, Ridha; … - In: The journal of applied business research 31 (2015) 4, pp. 1508-1518
Persistent link: https://www.econbiz.de/10011350496
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How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 62 (2017), pp. 36-50
Persistent link: https://www.econbiz.de/10011707050
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The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared; Bush, Alan J.; Moncrief, William C.; … - In: Industrial marketing management : the international … 92 (2021), pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
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Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna; Metsola, Jaakko; Salin, Lotta; … - In: Industrial marketing management : the international … 119 (2024), pp. 238-251
Persistent link: https://www.econbiz.de/10014555774
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We are not on the same page : the effects of salesperson trust overestimation on customer satisfaction and relationship performance
Mangus, Stephanie M.; Jones, Eli; Folse, Judith Anne … - In: Industrial marketing management : the international … 109 (2023), pp. 58-70
Persistent link: https://www.econbiz.de/10014282226
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Relationship conflict in stores : a longitudinal study of intra-store conflict on salespeople’s helping, customer-oriented behavior, and customer purchase behavior
Tremblay, Michel - In: Journal of personal selling & sales management : JPSSM 43 (2023) 2, pp. 128-145
Persistent link: https://www.econbiz.de/10014293086
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Kundenberatung im persönlichen Verkauf : ein problemlösungsorientierter Ansatz für den stationären Einzelhandel
Stiller, Michael - 2006 - 1. Aufl.
Persistent link: https://www.econbiz.de/10003335970
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The complex role of complexity : how service providers can mitigate negative effects of perceived service complexity when selling professional services
Mikolon, Sven; Kolberg, Anika; Haumann, Till; Wieseke, Jan - In: Journal of service research : JSR 18 (2015) 4, pp. 513-528
Persistent link: https://www.econbiz.de/10011392292