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Adaptive selling in business-to-business markets: Contextual boundary of a selling strategy from retailing

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References

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126 cited

2004Relative explanatory power of agency theory and transaction cost analysis in German salesforces101 cited

2016The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective60 cited

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2024Salesperson lifecycle management: Challenges and research priorities15 cited