The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research-Reference-Cited by-同舟云学术

The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research

Published:2012-12 Issue:1 Volume:32 Page:15-27
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Blocker Christopher P.,Cannon Joseph P.,Panagopoulos Nikolaos G.,Sager Jeffrey K.

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.2753/PSS0885-3134320103

Reference10 articles.

1. Anderson, James C., and James A. Narus (2004), Business Market Management: Understanding, Creating, and Delivering Value, Upper Saddle River, NJ: Prentice Hall.

2. Anderson, James C., Nirmalya Kumar, and James A. Narus (2007), Value Merchants: Demonstrating and Documenting Superior Value in Business Markets, Boston: Harvard Business School Press.

3. Drucker, Peter F. (1954), The Practice of Management, New York: Harper and Row.

4. Grönroos, Christian (2000), Service Management and Marketing: A Customer Relationship Management Approach. Chichester, UK: John Wiley & Sons.

5. Holbrook, Morris B. (1999), Consumer Value: A Framework for Analysis and Research, London: Routledge.

Cited by 126 articles. 订阅此论文施引文献订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献

1. A trusted B2B relationship quality in the Asian market: effects of salespeople's attributes;Asia Pacific Journal of Marketing and Logistics;2024-09-13

2. Supply chain partnership and sustainable performance: does TQM mediate the relationship?;International Journal of Quality and Service Sciences;2024-02-14

3. Drivers of salespeople engagement: A justice perspective;Industrial Marketing Management;2024-01

4. Listening to unheard voices: exploring salespeople’s perspectives on the value of corporate heritage;Qualitative Market Research: An International Journal;2023-12-01

5. Using machine learning to create and capture value in the business models of small and medium-sized enterprises;International Journal of Information Management;2023-12