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Allocation of Resources


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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Agribusiness, Marketing, Strategy

Do Marketers Need Sales People or Vice Versa?

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Transformations of Trust


Quarterly Review

Transformations of trust

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

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Manading Cusomer Relations pyramid


Quarterly Review

Managing customer relationships

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

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Agribusiness, Management, Marketing, Sales

Building Trust

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Customer Journey Map


Quarterly Review

Customer journey mapping

While presented as a case study, this article was selected for the review this quarter...

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Relationships in B2B Marketing


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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Salesperson Influence on Stakeholders


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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Agribusiness, Research

Measuring Loyalty

From AgriMarketing Magazine - A classic example of loyalty is George Clooney’s character, Ryan Bingham,...

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