Leveraging social supports to cope with sales complexities and facilitate value-based selling in the cross-functional sales team contexts: JD-R perspective-Reference-Cited by-同舟云学术

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Leveraging social supports to cope with sales complexities and facilitate value-based selling in the cross-functional sales team contexts: JD-R perspective

Published:2024-10 Issue: Volume:122 Page:61-77
ISSN:0019-8501
Container-title:Industrial Marketing Management
language:en
Short-container-title:Industrial Marketing Management

Author:

Ma Bei,Zhang Jing,Zhang Linghua

Funder

National Natural Science Foundation of China

Publisher

Elsevier BV

Reference131 articles.

1. Ambidextrous leadership and service recovery performance under B2B selling context: An examination through service innovation capability;Ahmad;SAGE Open,2022

2. Digital transformation and value-based selling activities: Seller and buyer perspectives;Alamäki;Baltic Journal of Management,2021

3. Business market management. Understanding, creating, and delivering value;Anderson,2009

4. The effects of communication networks and turnover on transactive memory and group performance;Argote;Organization Science,2018

5. Estimating nonresponse bias in mail surveys;Armstrong;Journal of Marketing Research,1977

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