| 1714543 |
Understanding the salespeople's “feedback-satisfaction” linkage: what role does job perceptions play?
Rajesh Srivastava, Deva Rangarajan
(pp. 151-160)
Keywords:
Job satisfaction,
Motivation (psychology),
Perception,
Sales force
ArticleType: Research paper
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(128 KB)
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| 1717893 |
The relationship between pricing and ethics in two industrial service industries
Kostis Indounas
(pp. 161-169)
Keywords:
Ethics,
Industrial services,
Pricing
ArticleType: Research paper
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(135 KB)
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| 1714544 |
Segmenting business-to-business markets: a micro-macro linking methodology
Thomas L. Powers, Jay U. Sterling
(pp. 170-177)
Keywords:
Business-to-business marketing,
Buying behaviour,
Demographics,
Market segmentation
ArticleType: Research paper
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(100 KB)
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| 1714545 |
A typology of interfirm relationships: the role of information technology and reciprocity
Pingsheng Tong, Jean L. Johnson, U.N. Umesh, Ruby P. Lee
(pp. 178-192)
Keywords:
Communication technologies,
Intergroup relations,
Relationship marketing
ArticleType: Research paper
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(168 KB)
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| 1714546 |
Executives' perspectives of the changing role of the sales profession: views from France, the United States, and Mexico
John F. Tanner Jr, Christophe Fournier, Jorge A. Wise, Sandrine Hollet, Juliet Poujol
(pp. 193-202)
Keywords:
France,
Mexico,
Perception,
Sales management,
Sales training,
United States of America
ArticleType: Research paper
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(117 KB)
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| 1717894 |
Fading configurations in inter-organizational relationships: a case study in the context of cultural sponsorship
Rami Olkkonen, Pekka Tuominen
(pp. 203-212)
Keywords:
Business environment,
Intergroup relations,
Sponsorship
ArticleType: Case study
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(286 KB)
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| 1717895 |
Loose coupling as an inhibitor of internal customer knowledge transfer: findings from an empirical study in B-to-B professional services
Satu Nätti, Jukka Ojasalo
(pp. 213-223)
Keywords:
Customer relations,
Knowledge transfer,
Professional services
ArticleType: Case study
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(152 KB)
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