Narrow search
Showing 1 - 10 of 295,058
Cover Image
Antecedents of salesperson performance in information service industry : the role of guanxi, adaptive selling behaviors and customer orientation
Thi-Thuy-Linh Nguyen; Xuan-Quynh Hoang; Pham Thi Lien; … - In: Cogent business & management 9 (2022) 1, pp. 1-19
-centric selling behaviors in the interaction with Guanxi-a measure of the quality of customer-salesperson relationship. The study … salespeople improve performance. Moreover, Guanxi does play some role in explaining sales performance of B2B salespeople. Based on … factors that may ensure salespeople's success. The research also takes into account the China-originated construct called …
Persistent link: https://www.econbiz.de/10014425793
Cover Image
The use of social media among business-to-business sales professionals in China : how social media helps create and solidify guanxi relationships between sales professionals and cu...
Niedermeier, Keith E.; Wang, Emily; Zhang, Xiaohzan - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 33-49
Persistent link: https://www.econbiz.de/10011555619
Cover Image
To be or not to be : a review of the (un)ethical salespeople literature
Anand, Amitabh; Bowen, Melanie; Rangarajan, Deva - In: The journal of business & industrial marketing 38 (2023) 9, pp. 1837-1851
Persistent link: https://www.econbiz.de/10014333358
Cover Image
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva - In: European journal of marketing 57 (2023) 3, pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
Cover Image
A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.; Lund, Donald J.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
Cover Image
Sales as entrepreneurship at Ewing Kauffman's Marion Laboratories : case study of a 1950s start-up sales force
Dalecki, Linden - In: Journal of research in marketing and entrepreneurship : JRME 18 (2016) 1, pp. 14-26
Persistent link: https://www.econbiz.de/10011598584
Cover Image
Can buzzing bring business? : social interactions, network centrality and sales performance : an empirical study on business-to-business communities
Zhang, Yin; Lu, Baozhou; Zheng, Haidong - In: Journal of business research : JBR 112 (2020), pp. 170-189
Persistent link: https://www.econbiz.de/10012230575
Cover Image
The impact of social capital and transaction efficacy on salesperson performance
Mallapragada, Girish; Gupta, Aditya; Josephson, Brett - In: Production and operations management : the flagship … 31 (2022) 9, pp. 3525-3542
Persistent link: https://www.econbiz.de/10013419341
Cover Image
Account Management Strategies in B2B Sales : Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools
Neeb, Hans-Peter - 2023
the long run. This book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their …: look-alike models, digital lead generation, data analysis of people networks, predictive selling, automation The author … marketing and sales processes. The translation was done with the help of artificial intelligence. A subsequent human revision …
Persistent link: https://www.econbiz.de/10013504735
Cover Image
Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla; Yrjölä, Mika; Hautamäki, Pia - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 113-129
Persistent link: https://www.econbiz.de/10012584522