Dynamic and global drivers of salesperson effectiveness
Sales research has long established that salesperson individual and team drivers are key
for executing effective selling strategies. Yet radical changes in the sales context in the past …
for executing effective selling strategies. Yet radical changes in the sales context in the past …
Understanding value creation in digital context: An empirical investigation of B2B
D Corsaro, A Anzivino - Marketing theory, 2021 - journals.sagepub.com
In recent years, the context of B2B relationships has changed rapidly with the advent of new
technologies that are reshaping the space dimension of business interactions and the time …
technologies that are reshaping the space dimension of business interactions and the time …
Research online and purchase offline: The disruptive impact of consumers' online information on offline sales interaction
Y Li, L Geng, Y Chang, P Ning - Psychology & Marketing, 2023 - Wiley Online Library
Retailers hire salespeople in physical stores to boost revenue by influencing consumer
decision‐making. However, the Internet provides consumers with a variety of online product …
decision‐making. However, the Internet provides consumers with a variety of online product …
B2B Buyers' emotions and regulatory focus in justice and switch back decisions
Research on the role of emotions in organizational decision making is escalating, yet the
impact of emotions on organizational buying remains under-examined. Applying the feelings …
impact of emotions on organizational buying remains under-examined. Applying the feelings …
The long and winding road of eHealth. The service ecosystem perspective
R Sebastiani, A Anzivino - Journal of Business & Industrial Marketing, 2022 - emerald.com
Purpose This paper aims to investigate the eHealth ecosystem's evolution during the
coronavirus disease 2019 (COVID-19) pandemic and its effects on the progression of care …
coronavirus disease 2019 (COVID-19) pandemic and its effects on the progression of care …
Securing sales with differently informed customers: Adapting influence tactics holds the key
S Direction - emerald.com
Purpose This paper aims to review the latest management developments across the globe
and pinpoint practical implications from cutting-edge research and case studies …
and pinpoint practical implications from cutting-edge research and case studies …
[引用][C] 차량구매소비자의지각된정보보유도와판매자의추천판매전략, 판매자신뢰, 브랜드신뢰, 구매의도간의관계에대한연구
김욱 - 한국유통학회학술대회발표논문집, 2020 - dbpia.co.kr
차량 구매 소비자의 지각된 정보 보유도와 판매자의 추천 판매전략, 판매자 신뢰, 브랜드 신뢰,
Page 1 2020년도 (사)한국유통학회 추계학술대회 발표논문집 │53│ 차량 구매 소비자의 …
Page 1 2020년도 (사)한국유통학회 추계학술대회 발표논문집 │53│ 차량 구매 소비자의 …