Customers

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10.12.2018

Quarterly Review

Allocation of Salespeople’s Resources for Generating New Sales Opportunities Across Four Types of Customers

The goal of this study is to provide a structural mapping of resources available to...

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06.19.2018

Agribusiness, Marketing, Strategy

Do Marketers Need Sales People or Vice Versa?

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01.26.2018

Quarterly Review

Transformations of trust

This study investigated how trust changes over the course of a relationship by testing the...

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10.31.2017

Quarterly Review

Managing customer relationships

The authors of this article take an economic approach to building customer relationships. Specifically, whether...

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08.14.2017

Agribusiness, Management, Marketing, Sales

Building Trust

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04.11.2017

Quarterly Review

Relationships in B2B marketing

Relationships are important in business-to-business marketing, but defining what is meant by “relationship” is difficult....

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06.23.2016

Quarterly Review

Salesperson influence on stakeholders

Modern frontline employees (salespeople) are often required to manage relationships with different stakeholders to effectively...

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