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Comparing the life-cycles of service sales between buyers and sellers in business relationships through a teleological lens

Rodríguez, Rocío; Svensson, Göran; Román, Sergio - In: International journal of business excellence 15 (2018) 1, pp. 95-113

Persistent link: https://www.econbiz.de/10011954188

Organisational and environmental indicators of B2B sellers' sales performance in services firms

Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - In: European business review 34 (2022) 4, pp. 578-602

Persistent link: https://www.econbiz.de/10013412243

The transformation of selling for value co-creation : antecedents and boundary conditions

Corsaro, Daniela; Maggioni, Isabella - In: Marketing theory 22 (2022) 4, pp. 563-600

Persistent link: https://www.econbiz.de/10013435581

Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing

Cron, William L.; Alavi, Sascha; Habel, Johannes - In: Journal of personal selling & sales management : JPSSM 43 (2023) 2, pp. 117-127

Persistent link: https://www.econbiz.de/10014293077

Leveraging B2B field service technicians as a "second sales force" : how service situations affect selling activity and success

Berkmann, Manuel; Eisenbeiß, Maik; Reinartz, Werner J.; … - In: Journal of the Academy of Marketing Science 52 (2024) 3, pp. 736-761

Persistent link: https://www.econbiz.de/10015047946

Framing antecedents of salesperson performance in B2B : model and findings

Høgevold, Nils M.; Rodríguez, Rocío; Otero-Neira, Carmen - In: International journal of procurement management 19 (2024) 3, pp. 413-443

Persistent link: https://www.econbiz.de/10015064891

How salespeople see organizational citizenship behaviors: an exploratory study using the laddering technique

Guenzi, Paolo; Panzeri, Federico - In: Journal of Business & Industrial Marketing 30 (2015) 2, pp. 218-232

salespeople engage in, and analyze the perceived consequences of such behaviors using means-end theory and the laddering technique … (OCBs) in sales force settings and the reason why salespeople should practice OCBs. In fact, in spite of the huge body of …. They apply means-end theory and the laddering technique to interview a sample of salespersons from three companies …

Persistent link: https://www.econbiz.de/10014843597

Proposing a sales performance motivational framework for B2B sellers in services firms

Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - In: European research on management and business economics 30 (2024) 1, pp. 1-14

This study tests a framework of business-to-business (B2B) sellers' sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results...

Persistent link: https://www.econbiz.de/10014518829

How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry

Bongers, Franziska M.; Schumann, Jan Hendrik; Schmitz, … - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 150-166

Persistent link: https://www.econbiz.de/10012584524

Sales representative departures and customer reassignment strategies in business-to-business markets

Shi, Huanhuan; Sridhar, Shrihari; Grewal, Rajdeep; … - In: Journal of marketing 81 (2017) 2, pp. 25-44

Persistent link: https://www.econbiz.de/10011697520