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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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Homogeneous contracts for heterogeneous agents : aligning sales force composition and compensation
Daljord, Øystein; Misra, Sanjog; Nair, Harikesh - In: Journal of marketing research : JMR 53 (2016) 2, pp. 161-182
Persistent link: https://www.econbiz.de/10011485249
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Can sales uncertainty increase firm profits?
Syam, Niladri; Hess, James D.; Yang, Ying - In: Journal of marketing research : JMR 53 (2016) 2, pp. 199-206
Persistent link: https://www.econbiz.de/10011485269
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A job demands-resources perspective on salespersons’ market intelligence activities in new product development
Kuester, Sabine; Rauch, Andreas - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 19-39
Persistent link: https://www.econbiz.de/10011486149
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A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.; Lund, Donald J.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
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Improving online panel data usage in sales research
Johnson, Jeff S. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 74-85
Persistent link: https://www.econbiz.de/10011486211
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Digital sales negotiation stories
Bechter, Clemens; Swierczek, Frederic William - In: International journal of electronic marketing and … 6 (2015) 3, pp. 165-178
Persistent link: https://www.econbiz.de/10011523736
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Influence of salespersons' nonverbal communication cues on consumer shopping behaviour
Gopal, Das - In: Journal of retailing and consumer services 31 (2016), pp. 199-206
Persistent link: https://www.econbiz.de/10011528634
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Comparative versus noncomparative sales pitches : impact on new product buying behaviors and moderating role of buyerseller relationship
Dianoux, Christian; Herrmann, Jean-Luc; Chakroun, Ridha; … - In: The journal of applied business research 31 (2015) 4, pp. 1508-1518
Persistent link: https://www.econbiz.de/10011350496
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Qualitative sales research : an exposition of grounded theory
Johnson, Jeff S. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 3, pp. 262-273
Persistent link: https://www.econbiz.de/10011374653