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Entrepreneurial strategy-making, corporate entrepreneurship preparedness and entrepreneurial sales actions : improving B2B sales performance
Edwards, John; Miles, Morgan P.; D'Alessandro, Steven; … - In: Journal of business research : JBR 157 (2023), pp. 1-9
Persistent link: https://www.econbiz.de/10014227814
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How to leverage relational gatekeepers to improve sales performance : moderating effects of gatekeeper-salesperson Guanxi and gatekeeper-buyer Guanxi
Ma, Bei; Zhang, Jing - In: Industrial marketing management : the international … 107 (2022), pp. 108-119
Persistent link: https://www.econbiz.de/10014230260
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The clustering stimulus on pricing techniques and sales performance in business organisations
Falebita, Oluwabunmi A.; Adesina, Temitomiwa Matthew - In: EuroMed journal of management : EMJM 4 (2022) 3, pp. 257-268
Persistent link: https://www.econbiz.de/10013326372
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An fsQCA exploration of multiple paths to sales performance : evidence from China
Yao, Shanji; Sun, Lushun; Liu, Dewen; Han, Xueyuan - In: Journal of business-to-business marketing 31 (2024) 2, pp. 183-195
Persistent link: https://www.econbiz.de/10014574579
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Different types of online social exchanges : effects on online sellers' sales performance
Chen, Yi; Boh, Wai Fong; Mo, Jiahui - In: Information & management : the international journal of … 61 (2024) 6, pp. 1-13
Persistent link: https://www.econbiz.de/10015081325
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Toward an understanding of the personal traits needed in a digital selling environment
Peesker, Karen M.; Ryals, Lynette J.; Kerr, Peter D. - In: The journal of business & industrial marketing 39 (2024) 8, pp. 1687-1703
Persistent link: https://www.econbiz.de/10015083728
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Integrating technology within the sales-service ecosystem : the emergent sales techno-ecosystem
Galvan, John M.; Hancock, Tyler; Hunter, Gary K.; … - In: European journal of marketing 58 (2024) 3, pp. 782-811
Persistent link: https://www.econbiz.de/10015047342
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Intangible sales team resources : investing in team social capital and transactive memory for market-driven behaviors, norms and performance
Bachrach, Daniel G.; Mullins, Ryan R.; Rapp, Adam A. - In: Industrial marketing management : the international … 62 (2017), pp. 88-99
Persistent link: https://www.econbiz.de/10011707070
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Salesperson's listening ability as an antecedent to relationship selling
Drollinger, Tanya; Comer, Lucette B. - In: The journal of business & industrial marketing 28 (2013) 1, pp. 50-59
Persistent link: https://www.econbiz.de/10009723091
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Clarifying the influence of emotional intelligence on salesperson performance
Kadic-Maglajlic, Selma; Vida, Irena; Obadia, Claude; … - In: The journal of business & industrial marketing 31 (2016) 7, pp. 877-888
Persistent link: https://www.econbiz.de/10011564122