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The effect of supplier CSR practices on sales performance with major customers in B2B markets

Jia, Xingping; Li, Wenqian; Gao, Wei - In: International journal of logistics : research and … 26 (2023) 8, pp. 1060-1080

Persistent link: https://www.econbiz.de/10014322188

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

sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural … salespeople improve performance. Moreover, Guanxi does play some role in explaining sales performance of B2B salespeople. Based on … be presented. In the business-to-business (B2B) context, salespeople are the critical link between a company and its …

Persistent link: https://www.econbiz.de/10014425793

Value-based selling capability : antecedents and implications for B2B sales performance

Liu, Yanzhe; Zhao, Xiaoyu; Wang, Tao - In: Journal of business-to-business marketing 30 (2023) 4, pp. 395-418

Persistent link: https://www.econbiz.de/10014447809

Salesperson rapport : a literature review and research agenda for an evolving digital sales process

Good, Valerie; Mangus, Stephanie M.; Pullins, Ellen - In: Journal of personal selling & sales management : JPSSM 43 (2023) 4, pp. 245-269

Persistent link: https://www.econbiz.de/10014447830

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 …

Persistent link: https://www.econbiz.de/10013504735

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

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

The effectiveness of AI salesperson vs. human salesperson across the buyer-seller relationship stages

Chang, Woojung - In: Journal of business research : JBR 148 (2022), pp. 241-251

Persistent link: https://www.econbiz.de/10013325475

Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships : a job demand-resource perspective

Irfan, Muhammad; Ahmad, Bilal - In: The journal of business & industrial marketing 39 (2024) 4, pp. 781-793

Persistent link: https://www.econbiz.de/10015080022

Toward addressing customer migration : measuring B2B salespersons' perceptions of customer ownership

Fergurson, J. Ricky; Marshall, Greg W.; Pelton, Lou E. - In: The journal of business & industrial marketing 39 (2024) 10, pp. 2057-2069

Persistent link: https://www.econbiz.de/10015095021