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Proposing a sales performance motivational framework for B2B sellers in services firms

Rodríguez, Rocío; Roberts-Lombard, Mornay; Høgevold, … - In: European research on management and business economics 30 (2024) 1, pp. 1-14

This study tests a framework of business-to-business (B2B) sellers' sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results...

Persistent link: https://www.econbiz.de/10014518829

An empirical investigation of relational conflicts in co-marketing alliances

Yi, Ho Taek; Lee, Joseph; Dubinsky, Alan J. - In: Journal of business-to-business marketing 17 (2010) 3, pp. 249-278

Persistent link: https://www.econbiz.de/10008663393

An integrated model of customer social exchange relationship : the moderating role of customer experience

Yi, Youjae; Gong, Taeshik - In: The service industries journal 29 (2009) 11/12, pp. 1513-1528

Persistent link: https://www.econbiz.de/10003928490

What do you expect? : the effect of psychological contracts on affective commitment in industrial marketing relationships

Lövblad, Mikael; Bantekas, Apostolos - In: Journal of relationship marketing : innovations & … 9 (2010) 3, pp. 161-178

Persistent link: https://www.econbiz.de/10008778747

Relational norms in interfirm exchanges : from transactional cost economics to the service-dominant logic

Paulin, Michèle; Ferguson, Ronald J. - In: Journal of business-to-business marketing 17 (2010) 4, pp. 365-405

Persistent link: https://www.econbiz.de/10008856524

Corporate Hospitality bei Sportevents : Konzeption eines Wirkungsmodells

Walzel, Stefan - 2011 - 1. Aufl.

Persistent link: https://www.econbiz.de/10009244451

Effects of social bonding in business-to-business relationships

Schakett, Tammy; Flaschner, Alan; Gao, Tao Tony; … - In: Journal of relationship marketing : innovations & … 10 (2011) 4, pp. 264-280

Persistent link: https://www.econbiz.de/10009492515

Development of B2B marketing theory

Hadjikhani, Amjad; LaPlaca, Peter J. - In: Industrial marketing management : the international … 42 (2013) 3, pp. 294-305

Persistent link: https://www.econbiz.de/10009766136

The effect of buyer behaviors on preferred customer status and access to supplier technological innovation : an empirical study of supplier perceptions

Ellis, Scott C.; Henke, John W.; Kull, Thomas J. - In: Industrial marketing management : the international … 41 (2012) 8, pp. 1259-1269

Persistent link: https://www.econbiz.de/10009699338

Customer attractiveness, supplier satisfaction and preferred customer status : introduction, definitions and overarching framework

Schiele, Holger; Calvi, Richard; Gibbert, Michael - In: Industrial marketing management : the international … 41 (2012) 8, pp. 1178-1185

Persistent link: https://www.econbiz.de/10009699346