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The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research
3 references·16 citing·46 second hop
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References

  • 1994Service Quality: New Directions in Theory and Practice1,701 cited
  • 1996Culture In Mind802 cited
  • 2002Consumer Value485 cited

Cited by

  • 2018The transformation of professional selling: Implications for leading the modern sales organization140 cited
  • 2017The role of a solutions salesperson: Reducing uncertainty and fostering adaptiveness135 cited
  • 2015Psychological contract breach's antecedents and outcomes in salespeople: The roles of psychological climate, job attitudes, and turnover intention113 cited
  • 2019Exploring the role of extrovert-introvert customers’ personality prototype as a driver of customer engagement: Does relationship duration matter?112 cited
  • 2014Salespeople as knowledge brokers: a review and critique of the challenger sales model109 cited
  • 2017Rapport building in authentic B2B sales interaction109 cited
  • 2017Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action94 cited
  • 2014Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting: Conceptual framework and research propositions83 cited
  • 2015Interpersonal influence strategies in complex B2B sales and the socio-cognitive construction of relationship value78 cited
  • 2019B2B purchase engagement: Examining the key drivers and outcomes in professional services

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77 cited
  • 2016Ethical leadership in the salesforce: effects on salesperson customer orientation, commitment to customer value and job stress73 cited
  • 2018Capturing the broader picture of value co-creation management72 cited
  • 2018From the boundaries of management to the management of boundaries71 cited
  • 2019Antecedents and performance outcomes of value-based selling in sales teams: a multilevel, systems theory of motivation perspective60 cited
  • 2014The strategic role of the sales force: perceptions of senior sales executives58 cited
  • 2014Making value co-creation a reality – exploring the co-creative value processes in customer–salesperson interaction58 cited