Do salespeople matter in competitive tenders?-Reference-Cited by-同舟云学术

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Do salespeople matter in competitive tenders?

Published:2019-05-23 Issue:4 Volume:39 Page:370-385
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Dax Maximilian¹,Tyssen Eva Katharina²,Schmitz Christian¹,Ganesan Shankar³

Affiliation:

1. Sales & Marketing Department, Ruhr University Bochum, Bochum, 44801, Germany;

2. MS Direct AG, St. Gallen, 9001, Switzerland;

3. Mendoza College of Business, University of Notre Dame, 102H Mendoza College of Business, Notre Dame, Indiana, 46556, USA

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2019.1578226

Reference89 articles.

1. The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.

2. Dimensions of Consumer Expertise

3. Knowledge Calibration: What Consumers Know and What They Think They Know

4. Salesperson Stereotypes, Consumer Emotions, and their Impact on Information Processing

5. On the evaluation of structural equation models

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1. Bidding for B2B or B2G tenders: toward the adoption of pricing models in practice;Management Review Quarterly;2024-04-29

2. Relational exchanges in the sales domain: A review and research agenda through the lens of commitment-trust theory of relationship marketing;Journal of Business Research;2024-04

3. A systematic review of customer behavior in business-to-business markets and agenda for future research;Journal of Business & Industrial Marketing;2023-03-28

4. From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels;Journal of Business Research;2021-08

5. Advocates and adversaries: examining the role of supplier advocacy on customer reacquisition;Journal of Personal Selling & Sales Management;2021-05-13

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