Zobrazeno 1 - 8
of 8
pro vyhledávání: '"Andrew T. Crecelius"'
Publikováno v:
Industrial Marketing Management. 107:407-422
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::66c363bf010db9db94d407f8065bfa2d
https://doi.org/10.1016/j.indmarman.2022.10.004
https://doi.org/10.1016/j.indmarman.2022.10.004
Hunting for new customers: Assessing the drivers of effective salesperson prospecting and conversion
Publikováno v:
Journal of Business Research. 149:916-926
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::a93df2de30223a4c06a35480de224ecb
https://doi.org/10.1016/j.jbusres.2022.05.008
https://doi.org/10.1016/j.jbusres.2022.05.008
Publikováno v:
Journal of Marketing. 85:89-109
When should business-to-business firms encourage their salespeople to advocate for the customer in pricing negotiations? This research extends dual agency theory to the sales domain to address this question. In Study 1, the authors examine discount n
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::48dde01ae195bebc9407cde76375e5a5
https://doi.org/10.1177/0022242920974611
https://doi.org/10.1177/0022242920974611
Publikováno v:
Journal of the Academy of Marketing Science. 47:837-857
As organizational buying systems grow more complex and sophisticated, suppliers increasingly rely on buyer advocacy: an individual buyer’s efforts to influence his/her colleagues such that the supplier’s standing is improved. Drawing from cogniti
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::00239d6ad8978ffd9859386a41f70018
https://doi.org/10.1007/s11747-019-00672-8
https://doi.org/10.1007/s11747-019-00672-8
Publikováno v:
AMS Review. 9:5-26
The marketing domain has grown increasingly rich with data, frameworks, and analyses that enable marketers to craft and execute effective strategies, but they simultaneously represent a potential barrier to strategy formation due to their diversity a
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::ad21506936f15b5920f18497df8031b7
https://doi.org/10.1007/s13162-019-00134-y
https://doi.org/10.1007/s13162-019-00134-y
Publikováno v:
Journal of Marketing Research. 56:479-497
As business-to-business customers increasingly use online channels, sellers must reconsider strategic investments in at least two areas: the salesperson channel, which faces the threat of substitution, and customer-specific discounts, which may be mo
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::749cb78399d4546282b255a4ac35dbf3
https://doi.org/10.1177/0022243718816952
https://doi.org/10.1177/0022243718816952
Publikováno v:
Journal of the Academy of Marketing Science. 47:56-75
The authors examine the upstream impact of a firm’s customer-centric organizational structure on its supplier, including both positive effects of greater revenue and negative effects of demanding services that raise the supplier’s costs. These co
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::872105ebc4f79212add7211ee8559cdd
https://doi.org/10.1007/s11747-018-0606-5
https://doi.org/10.1007/s11747-018-0606-5
Publikováno v:
Journal of Business-to-Business Marketing. 24:237-256
Purpose: Marketing scholars have joined managers in recognizing the significance of design in many domains. Superior design can enhance products, communications, packaging, and retail settings. How...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::e30c1a7fc0130a2ced7d186f99995b89
https://doi.org/10.1080/1051712x.2018.1381399
https://doi.org/10.1080/1051712x.2018.1381399