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Customer loyalty to whom? : managing the benefits and risks of salesperson-owned loyalty
Palmatier, Robert W.; Scheer, Lisa K.; Steenkamp, … - In: Journal of marketing research : JMR 44 (2007) 2, pp. 185-199
Persistent link: https://www.econbiz.de/10003486870
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Selling today : partnering to create value
Manning, Gerald L.; Ahearne, Michael; Reece, Barry L. - 2012 - 12th ed., international ed.
Persistent link: https://www.econbiz.de/10009008485
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The two minds of the buyer : the difference in expectations and perceptions towards sales personnel in turbulent market contexts
Kuhnle, Jennifer C.; Caemmerer, Barbara; Mulki, Jay P. - In: Journal of customer behaviour 11 (2012) 2, pp. 167-179
Persistent link: https://www.econbiz.de/10009664024
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Salesperson CLV orientation's effect on performance
Valenzuela, Leslier; Torres, Eduardo; Hidalgo, Pedro; … - In: Journal of business research : JBR 67 (2014) 4, pp. 550-557
Persistent link: https://www.econbiz.de/10010363474
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Servant leadership, distributive justice and commitment to customer value in the salesforce
Schwepker, Charles H. <Jr.> - In: The journal of business & industrial marketing 31 (2016) 1, pp. 70-82
Persistent link: https://www.econbiz.de/10011539340
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Measuring and managing a salesperson's future value to the firm
Kumar, V.; Sunder, Sarang; Leone, Robert P. - In: Journal of marketing research : JMR 51 (2014) 5, pp. 591-608
Persistent link: https://www.econbiz.de/10010489702
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Outward-looking and future-oriented customer value potential management : the sales force value appropriation role
Balboni, Bernardo; Terho, Harri - In: Industrial marketing management : the international … 53 (2016), pp. 181-193
Persistent link: https://www.econbiz.de/10011448275
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Rhetoric in customer referencing : fortifying sales arguments in two start-up companies
Ruokolainen, Jari; Aarikka-Stenroos, Leena - In: Industrial marketing management : the international … 54 (2016), pp. 188-202
Persistent link: https://www.econbiz.de/10011478793
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Salesperson profitability in relationship marketing
Echchakoui, Said - In: Journal of modelling in management 9 (2014) 3, pp. 306-323
Persistent link: https://www.econbiz.de/10010463695
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The role of salespeople in value co-creation and its impact on sales performance
Alnakhli, Hayam; Inyang, Aniefre Eddie; Itani, Omar S. - In: Journal of business-to-business marketing 28 (2021) 4, pp. 347-367
Persistent link: https://www.econbiz.de/10012802196