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The salesman's job in competitive bidding situations
10 references·1 citing·38 second hop
The salesman's job in competitive bidding situations (1987)The salesman's job in competitive bidding…Relationship between Salesperson Performance and Understanding of Customer Decision Making (1978)Relationship between Salesper…Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Organizational Buying Behavior (1973)Organizational Buying BehaviorInformation Control as a Power Resource (1972)Information Control as a Powe…Management of the personal selling function (1971)Management of the personal se…Industrial buying and creative marketing (1967)Industrial buying and creativ…Communications and Industrial Selling (1967)Communications and Industrial…The Salesman's Role Revisited (1966)The Salesman's Role RevisitedThe industrial salesman as a source of market information (1965)The industrial salesman as a …What makes a good salesman (1931)What makes a good salesmanLe marketing de projets: de la réaction à l'anticipation (1992)Le marketing de projets: de l…Diffusion of Innovations (1963)Information systems and organizational change (1981)Importance of different power sources in downward and lateral relations. (1991)POTENTIAL POWER AND POWER USE: AN INVESTIGATION OF STRUCTURE AND BEHAVIOR. (1993)The Management of Innovation (1994)Diffusion of Innovations 1 (2019)Utility Theory for Decision Making (1971)Marketing Management: Analysis, Planning and Control (1973)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Communication Style in the Salesperson-Customer Dyad (1985)Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction (1991)Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages: Implications for Success (2010)Generalized expectancies for internal versus external control of reinforcement. (1966)An empirical test of a new theory of human needs (1969)Business ethics: A literature review with a focus on marketing ethics (1989)Measurement Issues in Cross-National Research (1995)Service Customization Through Employee Adaptiveness (2005)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Antecedents and consequences of trust and satisfaction in buyer‐seller relationships (1998)A review of methods supporting supplier selection (2001)Price, Authority, and Trust: From Ideal Types to Plural Forms (1989)Economic Action and Social Structure: The Problem of Embeddedness (2002)Understanding Customer Experience Throughout the Customer Journey (2016)Relation of Type A behavior to performance and satisfaction among sales personnel (1984)An Empirical Examination of the Impact of Salesperson Empathy and Professionalism and Merchandise Salability on Retail Buyers' Evaluations (1994)Proactive behavior and industrial salesforce performance (2002)Selling and Sales Management in Action: The Sales Force's Role in International Marketing Research and Marketing Information Systems (1991)Integrating Marketing Intelligence Sources -Reconsidering the Role of the Salesforce (2006)The Role of Sales Managers and Salespeople in a Marketing Information System (2013)Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research (2003)Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction (2018)The Customer-Salesperson Dyad: An Interaction/Communication Model and Review (1990)To be or not to be...credible that is: (1995)The complementary effect of trade shows on personal selling (2004)Salesmen-Customer Interaction: An Experimental Approach (1978)A Conceptual Scheme and Procedure for Classifying Sales Positions (1998)Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies (2013)
this work references cited by second hop

References

  • 1967Industrial buying and creative marketing994 cited
  • 1973Organizational Buying Behavior640 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • 1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
  • 1972Information Control as a Power Resource344 cited
  • 1931What makes a good salesman106 cited
  • 1966The Salesman's Role Revisited79 cited
  • 1967Communications and Industrial Selling62 cited
  • 1965The industrial salesman as a source of market information47 cited
  • 1971Management of the personal selling function21 cited

Cited by

  • 1992Le marketing de projets: de la réaction à l'anticipation10 cited

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