Dynamic effects of newcomer salespersons' peer relational exchanges and structures on performance
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DOI: 10.1016/j.ijresmar.2019.07.006
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Cited by:
- Sebastian Forkmann & Ryan Mullins & Stephan C. Henneberg & Thomas L. Baker, 2022. "Choreographing salesperson face-to-face visits with a buyer organization: a social network perspective," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 615-638, May.
- Ramos, Carla & Claro, Danny P. & Germiniano, Renato, 2023. "The effect of inside sales and hybrid sales structures on customer value creation," Journal of Business Research, Elsevier, vol. 154(C).
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Keywords
Teaming; Spanning; Unilateral exchanges; Reciprocal exchanges; Salesperson socialization; Relationship dynamics;All these keywords.
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