Influence tactics, relational conditions, and key account managers' performance

Author:

Liu Yi,Huang Ying,Fan HuaORCID

Funder

National Natural Science Foundation

Innovative Research Team in University

Publisher

Elsevier BV

Subject

Marketing

Reference78 articles.

1. Marketing's influence tactics in new product development: A study of high technology firms in China;Atuahene-Gima;Journal of Product Innovation Management,2000

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

3. All you need is trust? An examination of inter-organizational supply chain projects;Brinkhoff;Production and Operations Management,2015

4. Conflict and power-dependence relations in retailer-supplier channels;Brown;Journal of Retailing,1983

5. Effects of trait competitiveness and perceived intraorganizational competition on salesperson goal setting and performance;Brown;Journal of Marketing,1998

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