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Differences In the Importance of Selling Techniques Between Consumer and Industrial Salespeople
4 references·1 citing·19 second hop
Differences In the Importance of Selling Techniques Between Consumer and Industrial Salespeople (2013)Differences In the Importance of Selling …A Theory of Cognitive Dissonance (2017)A Theory of Cognitive Dissona…Selling Techniques for Industrial Products and Services: Are They Different? (1981)Selling Techniques for Indust…A framework of industrial buying and selling (1979)A framework of industrial buy…Management Science in Industrial Marketing (1978)Management Science in Industr…Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself (1994)Perceptions and Attitudes of …Exchange as a Conceptual Framework for the Study of Interorganizational Relationships (1961)Non-Contractual Relations in Business: A Preliminary Study (1963)What does value mean in business‐to‐business professional services? (1997)Business Marketing Comes of Age: A Comprehensive Review of the Literature (2000)Speaking in Tongues : The Importance of Language in International Management Processes (2005)Non-Contractual Relations in Business: A Preliminary Study (2018)The measurement of organizational commitment (1979)Effectiveness in Sales Interactions: A Contingency Framework (1981)The Determinants of Salesperson Performance: A Meta-Analysis (1985)Employee satisfaction: Work-related and personal factors (2010)Breaking Free from Product Marketing (1977)A New Classification of Sales Resistance (1999)Training retail sales personnel in transition economies: Applying a model of customer-oriented communication (2006)The case for motivated reasoning. (1990)Managing Legitimacy: Strategic and Institutional Approaches (1995)The Emerging Field of Emotion Regulation: An Integrative Review (1998)Corporate diversity and economic performance: The impact of market specialization (1988)The Impact of Internet Use on Business-to-Business Marketing (2000)On the importance of complaint handling design: a multi-level analysis of the impact in specific complaint situations (2009)
this work references cited by second hop

References

  • 2017A Theory of Cognitive Dissonance18,122 cited
  • 1978Management Science in Industrial Marketing114 cited
  • 1979A framework of industrial buying and selling108 cited
  • 1981Selling Techniques for Industrial Products and Services: Are They Different?35 cited

Cited by

  • 1994Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself16 cited

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