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Customer involvement in new product development in B2B : the role of sales
La Rocca, Antonella; Moscatelli, Paolo; Perna, Andrea; … - In: Industrial marketing management : the international … 58 (2016), pp. 45-57
Persistent link: https://www.econbiz.de/10011549366
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Exploring buyer-seller dyadic perceptions of technology and relationships : implications for Sales 2.0
Rocco, Richard A.; Bush, Alan J. - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 17-32
Persistent link: https://www.econbiz.de/10011555611
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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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Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio; Martín, Pedro Juan - In: The journal of business & industrial marketing 29 (2014) 5, pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
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Sales transformation : conceptual domain and dimensions
Corsaro, Daniela; Maggioni, Isabella - In: The journal of business & industrial marketing 37 (2022) 3, pp. 686-703
Persistent link: https://www.econbiz.de/10013165209
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A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rodríguez, Rocío; Høgevold, Nils; Otero-Neira, Carmen; … - In: The journal of business & industrial marketing 37 (2022) 1, pp. 180-194
Persistent link: https://www.econbiz.de/10012797127
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How small enterprises manage unexpected customer requests in B2B sales
Hänninen, Kai; Muhos, Matti; Haapasalo, Harri - In: International journal of entrepreneurship and small … 44 (2021) 4, pp. 452-469
Persistent link: https://www.econbiz.de/10012798994
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B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: Journal of business-to-business marketing 28 (2021) 3, pp. 265-281
Persistent link: https://www.econbiz.de/10012802187
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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