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The transformation of industrial selling: Causes and consequences · Study

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ArticleThe transformation of industrial selling: Causes and consequences

Thomas R. Wotruba1996

Article1996

The transformation of industrial selling: Causes and consequences

Thomas R. Wotruba

82 citations·0/0 files stored·Industrial Marketing Management

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Marketing and Advertising Strategies Customer Service Quality and Loyalty Quality and Supply Management

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References

1987Developing Buyer-Seller Relationships 1990The Effect of a Market Orientation on Business Profitability 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships 1990The Effect of a Market Orientation on Business Profitability 1988Assessing Advantage: A Framework for Diagnosing Competitive Superiority 1990Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships 1990Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships

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2005CRM in Sales-Intensive Organizations: A Review and Future Directions 2011The Effects of Leader–Member Exchange and Organizational Identification on Performance and Turnover Among Salespeople 2011Management Practices in Solution Sales—A Multilevel and Cross-Functional Framework 2001Buyer profiles: an empirical investigation of changing organizational requirements 2010Drivers of Sales Performance: A Contemporary Meta-Analysis

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Year1996

Typearticle

Published1996-09-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations82

Files0 public / 0

ShelfMarketing and Advertising Strategies

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doi10.1016/0019-8501(96)00035-1

openalex_workW2057258451

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2020Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditions

2019When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity

2009An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness