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71
The combined effect of customer perceptions about a salesperson’s adaptive
selling
and
selling
orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo
;
DeLuca, Luigi M.
;
Spiro, Rosann L.
- In:
The journal of business & industrial marketing
31
(
2016
)
4
,
pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
Saved in:
72
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
Saved in:
73
Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive
selling
on customer satisfaction and loyalty in a business-to-business context
Román, Sergio
;
Martín, Pedro Juan
- In:
The journal of business & industrial marketing
29
(
2014
)
5
,
pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
Saved in:
74
Examining the consequences of adaptive
selling
behavior by door-to-door
salespeople
in the Korean cosmetic industry
Amenuvor, Fortune Edem
;
Yi, Ho Taek
;
Boateng, Henry
- In:
Asia Pacific journal of marketing and logistics
34
(
2022
)
4
,
pp. 800-816
Persistent link: https://www.econbiz.de/10013163381
Saved in:
75
Acquiring customers through online marketplaces? : the effect of marketplace sales on sales in a retailer's own channels
Maier, Erik
;
Wieringa, Jaap E.
- In:
International journal of research in marketing : IJRM ; …
38
(
2021
)
2
,
pp. 311-328
Persistent link: https://www.econbiz.de/10012591033
Saved in:
76
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions
DeCarlo, Thomas E.
;
Hansen, John D.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 35-44
Persistent link: https://www.econbiz.de/10013259003
Saved in:
77
Evaluation of
salespeople
by the purchasing function : implications for the evolving role of
salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
78
Customer relationship and sales
Shi, Shouyong
- In:
Journal of economic theory
166
(
2016
),
pp. 483-516
Persistent link: https://www.econbiz.de/10011650461
Saved in:
79
Internal marketing, employee customer-oriented behaviors, and customer behavioral responses
Park, Jong Hee
;
Thi Bich Hanh Tran
- In:
Psychology & marketing
35
(
2018
)
6
,
pp. 412-426
Persistent link: https://www.econbiz.de/10011970143
Saved in:
80
Modeling specialty store customers' buy/no-buy decisions
Goudge, Darrell
;
Good, Megan C.
;
Hyman, Michael R.
- In:
International journal of retail & distribution management
45
(
2017
)
11
,
pp. 1260-1276
Persistent link: https://www.econbiz.de/10011815715
Saved in:
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