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Industrial salespeople as a source of market information · Study

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ArticleIndustrial salespeople as a source of market information

Douglas M. Lambert1990

Article1990

Industrial salespeople as a source of market information

Douglas M. Lambert · Howard Marmorstein · Arun K. Sharma

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

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Customer Service Quality and Loyalty Marketing and Advertising Strategies Competitive and Knowledge Intelligence

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References

1978Relationship between Salesperson Performance and Understanding of Customer Decision Making 1986Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation 1979Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance 1970Sales Force Management 1964Horizontal Information Flow: An Exploratory Study 1987New selling methods are changing industrial sales management

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2009Outsourcing the sales process: Hiring a mercenary sales force 2013Delusive perception—antecedents and consequences of salespeople’s misperception of customer commitment 1993Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers 1993Managing the Industrial Sales Force of the 1990s 2018Aligning sales and operations management: an agenda for inquiry

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Year1990

Typearticle

Published1990-05-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations51

Files0 public / 0

ShelfCustomer Service Quality and Loyalty

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doi10.1016/0019-8501(90)90038-w

openalex_workW2061948596

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