SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures
16 references·3 citing·46 second hop
Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures (2014)Why are you really losing sales opportuni…Theory Building From Cases: Opportunities And Challenges (2007)Theory Building From Cases: O…Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)Rethinking Customer Solutions…Capturing value creation in business relationships: A customer perspective (2003)Capturing value creation in b…Managing Market Relationships (2000)Managing Market RelationshipsRelational Benefits in Services Industries: The Customer's Perspective (1998)Relational Benefits in Servic…Consumers and Their Brands: Developing Relationship Theory in Consumer Research (1998)Consumers and Their Brands: D…Basics of qualitative research : techniques and procedures for developing grounded theory (1998)Basics of qualitative researc…Customer Switching Behavior in Service Industries: An Exploratory Study (1995)Customer Switching Behavior i…Service encounters and service relationships: Implications for research (1990)Service encounters and servic…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: The Const…Adaptive Selling: Conceptualization, Measurement, and Nomological Validity (1990)Adaptive Selling: Conceptuali…A Naturalistic Inquiry into Buyer and Seller Behavior at a Swap Meet (1988)A Naturalistic Inquiry into B…The Case Study Crisis: Some Answers (1981)The Case Study Crisis: Some A…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…The psychology of interpersonal relations. (1958)The psychology of interperson…The Psychology of Interpersonal Relations. (1958)The Psychology of Interperson…Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance (2021)Too much of a good thing?: Th…Industrial-buying research 1965-2015: review and analysis (2018)Industrial-buying research 19…Aligning sales and operations management: an agenda for inquiry (2018)Aligning sales and operations…Researching Lived Experience: Human Science for an Action Sensitive Pedagogy (1990)Narrative Inquiry: Experience and Story in Qualitative Research (1999)Using thematic analysis in psychology (2006)Document Analysis as a Qualitative Research Method (2009)Seeking Qualitative Rigor in Inductive Research (2012)The Principles of Psychology (1891)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Handbook of Positive Psychology (2001)The Concept of Mind (2006)Principles Of Gestalt Psychology (2013)Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)Dimensions of Consumer Expertise (1987)Market Orientation: Antecedents and Consequences (1993)Organizational culture and leadership (1993)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)The Field behind the Screen: Using Netnography for Marketing Research in Online Communities (2002)Zero defections: quality comes to services. (1990)Measuring Service Quality: A Reexamination and Extension (1992)A Model of Customer Satisfaction with Service Encounters Involving Failure and Recovery (1999)Self-Service Technologies: Understanding Customer Satisfaction with Technology-Based Service Encounters (2000)The Discovery of Grounded Theory (2017)A Conceptual Model of Service Quality and Its Implications for Future Research (1985)Basics of Qualitative Research: Grounded Theory Procedures and Techniques. (1992)The Commitment-Trust Theory of Relationship Marketing (1994)Customer satisfaction with services: putting perceived value into the equation (2000)Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration (2001)Understanding Relationship Marketing Outcomes (2002)The Discovery of Grounded Theory; Strategies for Qualitative Research (1968)The Strength of Weak Ties (1973)Evolving to a New Dominant Logic for Marketing (2003)Customer experience quality: an exploration in business and consumer contexts using repertory grid technique (2010)Product–Service Systems (PSS) business models and tactics – a systematic literature review (2014)Customer experience management: toward implementing an evolving marketing concept (2015)The Discovery of Grounded Theory: Strategies for Qualitative Research. (1968)Case Study Research: Design and Methods (1991)Socioemotional Wealth in Family Firms (2012)Process Studies of Change in Organization and Management: Unveiling Temporality, Activity, and Flow (2013)Building dynamic capabilities for digital transformation: An ongoing process of strategic renewal (2018)Case study research: Design and methods (1986)Grounded Theory in Management Research (2003)What passes as a rigorous case study? (2008)Whence Consumer Loyalty? (1999)The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty (2001)Understanding Customer Experience Throughout the Customer Journey (2016)From Intentions to Actions: A Theory of Planned Behavior (1985)Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. (2000)
this work references cited by second hop

References

  • 1998Basics of qualitative research : techniques and procedures for developing grounded theory38,622 cited
  • 2007Theory Building From Cases: Opportunities And Challenges16,654 cited
  • 1958The psychology of interpersonal relations.13,448 cited
  • 1958The Psychology of Interpersonal Relations.11,823 cited
  • 1998Consumers and Their Brands: Developing Relationship Theory in Consumer Research7,540 cited
  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
  • 1995Customer Switching Behavior in Service Industries: An Exploratory Study2,903 cited
  • 1998Relational Benefits in Services Industries: The Customer's Perspective2,347 cited
  • 1981The Case Study Crisis: Some Answers2,030 cited
  • 2007Rethinking Customer Solutions: From Product Bundles to Relational Processes1,376 cited
  • 1990Service encounters and service relationships: Implications for research930 cited
  • 1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
  • 2000Managing Market Relationships819 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • 1988A Naturalistic Inquiry into Buyer and Seller Behavior at a Swap Meet

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

719 cited
  • 2003Capturing value creation in business relationships: A customer perspective665 cited
  • Cited by

    • 2018Industrial-buying research 1965-2015: review and analysis22 cited
    • 2018Aligning sales and operations management: an agenda for inquiry18 cited
    • 2021Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance9 cited