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The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform : an expectancy value theory perspective

Mai, Enping; Liao, Ying - In: The journal of business & industrial marketing 37 (2022) 7, pp. 1389-1401

Persistent link: https://www.econbiz.de/10013400108

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 role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships

Ferro-Soto, Carlos; Padin, Carmen; Svensson, Göran; … - In: The journal of business & industrial marketing 38 (2023) 1, pp. 235-251

Persistent link: https://www.econbiz.de/10013539060

Sales complexity and value appropriation : a taxonomy of sales situations

Rangarajan, Deva; Hochstein, Bryan; Nagel, Duane; … - In: The journal of business & industrial marketing 37 (2022) 11, pp. 2298-2314

Persistent link: https://www.econbiz.de/10013455402

Managing ad hoc sales encounters in B2B markets

Schmitz, Christian; Lee, You-Cheong; Isenberg, Lukas; … - In: Industrial marketing management : the international … 105 (2022), pp. 33-47

Persistent link: https://www.econbiz.de/10013494010

Looking through the Glassdoor : he stories that B2B salespeople tell

Lam, Joey; Mulvey, Michael S.; Robson, Karen - In: Industrial marketing management : the international … 105 (2022), pp. 478-488

Persistent link: https://www.econbiz.de/10013494064

The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach

Rodríguez, Rocío; Høgevold, Nils M.; Otero-Neira, Carmen - In: Journal of organizational change management 36 (2023) 1, pp. 64-85

Persistent link: https://www.econbiz.de/10014280492

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

-centric selling behaviors in the interaction with Guanxi-a measure of the quality of customer-salesperson relationship. The study … examines two well-established constructs in the body of sales literature, namely customer orientation and Adaptive selling … sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural …

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

Does polychronicity among sales employees develop B2B service recovery? : a dual assessment through ambidextrous leadership

Ahmad, Bilal; Yuan, Jingbo; Akhtar, Nadeem; Waheed, Abdul - In: Asia Pacific journal of marketing and logistics 35 (2023) 11, pp. 2785-2807

Persistent link: https://www.econbiz.de/10014430285