The role of the sales force in value creation and appropriation: new directions for research
CP Blocker, JP Cannon… - Journal of Personal …, 2012 - Taylor & Francis
Recent research in marketing strategy emphasizes the dual processes of creating and
appropriating value in exchange relationships. In business to-business markets …
appropriating value in exchange relationships. In business to-business markets …
Research on the influence of after-sales service quality factors on customer satisfaction
Determining customer satisfaction elements in retailing after-sales services have been well
explored; however, the increasing competition in this area demands the investigation of …
explored; however, the increasing competition in this area demands the investigation of …
The influence of sellers' ethical behaviour on customer's loyalty, satisfaction and trust
H Mansouri, SS Boroujerdi, MM Husin - Spanish Journal of Marketing …, 2022 - emerald.com
The influence of sellers’ ethical behaviour on customer’s loyalty, satisfaction and trust | Emerald
Insight Books and journals Case studies Expert Briefings Open Access Publish with us …
Insight Books and journals Case studies Expert Briefings Open Access Publish with us …
Salespeople as knowledge brokers: a review and critique of the challenger sales model
Over the last several years, there has been increasing interest in a new sales training
approach–referred to as the Challenger Sales model–to engage customers. This approach …
approach–referred to as the Challenger Sales model–to engage customers. This approach …
A customer lifetime value framework for customer selection and resource allocation strategy
R Venkatesan, V Kumar - Journal of marketing, 2004 - journals.sagepub.com
The authors evaluate the usefulness of customer lifetime value (CLV) as a metric for
customer selection and marketing resource allocation by developing a dynamic framework …
customer selection and marketing resource allocation by developing a dynamic framework …
The explanatory foundations of relationship marketing theory
Purpose–Drawing on resource‐advantage theory and a diverse literature base, this article
seeks to further the development of the explanatory foundations of relationship marketing …
seeks to further the development of the explanatory foundations of relationship marketing …
[HTML][HTML] The dark side of close relationships
E Anderson, SD Jap - MIT Sloan Management Review, 2005 - sloanreview.mit.edu
The Dark Side of Close Relationships MIT Sloan Management Review Logo Menu Search
Topics < Back to Menu Data, AI, & Machine Learning Innovation Leadership Managing …
Topics < Back to Menu Data, AI, & Machine Learning Innovation Leadership Managing …
The changing importance of affective trust and cognitive trust across the relationship lifecycle: A study of business-to-business relationships
The purpose of this paper is to examine affective trust and cognitive trust and their effects on
business relationship outcomes. Within a relationship marketing framework, the influence of …
business relationship outcomes. Within a relationship marketing framework, the influence of …
Value creation in the relationship life cycle: A quasi-longitudinal analysis
Among the growing literature on value creation in collaborative buyer–seller relationships,
most researchers examine relationship value at a single point in time. In the present …
most researchers examine relationship value at a single point in time. In the present …
Testing a life-cycle theory of cooperative interorganizational relationships: Movement across stages and performance
SD Jap, E Anderson - Management science, 2007 - pubsonline.informs.org
This research examines the evolution of cooperative interorganizational relationships and
provides an empirical test of four propositions from the DSO (Dwyer et al. 1987) life-cycle …
provides an empirical test of four propositions from the DSO (Dwyer et al. 1987) life-cycle …