The role of customer entertainment in B2B sales strategy: Comparative insights from professional buyers and salespeople

Author:

Oakley Jared,Bush Alan J.,Moncrief William C.,Sherrell Daniel,Babakus Emin

Publisher

Elsevier BV

Subject

Marketing

Reference49 articles.

1. Leader-member social exchange (LMSX): Development and validation of a scale;Bernerth;Journal of Organizational Behavior,2007

2. Exchange and power in social life;Blau,1964

3. Customer behavior in an online ordering application: A decision scoring model;Boyer;Decision Sciences,2005

4. Influence: The psychology of persuasion;Cialdini,1993

5. Pharmaceutical industry-sponsored meals and physician prescribing patterns for Medicare beneficiaries;DeJong;JAMA Internal Medicine,2016

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