Zobrazeno 1 - 10
of 31
pro vyhledávání: '"Annie H. Liu"'
Publikováno v:
Industrial Marketing Management. 109:73-89
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::979c39de07667baa4bec25deea55ce97
https://doi.org/10.1016/j.indmarman.2022.12.012
https://doi.org/10.1016/j.indmarman.2022.12.012
Publikováno v:
Journal of Personal Selling & Sales Management. 41:316-329
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::fdbfa9d1881981bc6eef9435af000a59
https://doi.org/10.1080/08853134.2021.1919521
https://doi.org/10.1080/08853134.2021.1919521
Publikováno v:
Journal of Business Research. 92:142-153
Subjective well-being (SWB) has been widely found to have a profound impact on the individual, yet its application in the sales field remains unexplored. Applying Broaden and Build theory, this study examines SWB and its influence on the selling beha
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::16d6e6a2b01ff5b643ca977472f2136e
https://doi.org/10.1016/j.jbusres.2018.07.020
https://doi.org/10.1016/j.jbusres.2018.07.020
Publikováno v:
Business Horizons. 60:123-134
The number and value of mergers and acquisitions (M&As) continue to grow, with record increases in the U.S. and Asia Pacific in 2015. Yet, despite calls from academic literature for more consideration of the human and behavioral factors in such massi
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::4eb04618b582816a98fb371f814380f2
https://doi.org/10.1016/j.bushor.2016.09.008
https://doi.org/10.1016/j.bushor.2016.09.008
Publikováno v:
Journal of Business & Industrial Marketing. 31:684-694
Purpose This study examines the potential of foreign business-to-business (B2B) firms to select high-status local partners in emerging markets to achieve positive relationship outcomes. Because a domestic firm’s high status may also promote opportu
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::77bc1a2c964fdd0ee3d7e65c04522666
https://doi.org/10.1108/jbim-12-2015-0243
https://doi.org/10.1108/jbim-12-2015-0243
Publikováno v:
European Journal of Marketing. 50:397-420
Purpose The purpose of this paper is to examine how the cognitive appraisals, coping choices and behavioral responses by business-to-business (B2B) sales professionals confronting the acutely stressful experience of losing a customer, and their pursu
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::f80dcf134e26e3160f0d0ca557ef6536
https://doi.org/10.1108/ejm-10-2014-0642
https://doi.org/10.1108/ejm-10-2014-0642
Publikováno v:
Journal of Business & Industrial Marketing. 30:906-914
Purpose – The purpose of this study is to develop a sales process framework to facilitate business-to-business (B2B) customer reacquisition. A comprehensive CRM process needs to include reacquisition strategies. Yet, very few firms have formal proc
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::5a04e1965c5192868fb1a927174bccf6
https://doi.org/10.1108/jbim-02-2014-0026
https://doi.org/10.1108/jbim-02-2014-0026
The Impact of Subjective Well-Being on Salesperson Relational and Economic Performances: An Abstract
Publikováno v:
Back to the Future: Using Marketing Basics to Provide Customer Value ISBN: 9783319660226
The aim of this research is to study the much overlooked but critical issue of salespeople Subjective Well-Being (SWB) and its impact on performance. In particular, this study focuses on the impact of SWB on the salesperson cognitive and emotional st
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::774f04ca7df0e1d64690ec993227035d
https://doi.org/10.1007/978-3-319-66023-3_139
https://doi.org/10.1007/978-3-319-66023-3_139
Publikováno v:
Marketing Transformation: Marketing Practice in an Ever Changing World ISBN: 9783319687490
Companies switch suppliers for various reasons. Previous research on customer defection noted various patterns of relationship-fading and switching behaviors (Akerlund 2005; Stauss and Friege 1999). The prior experience a buyer had with the supplier
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::1cd62cf9e4e861134054d658766b4c0f
https://doi.org/10.1007/978-3-319-68750-6_67
https://doi.org/10.1007/978-3-319-68750-6_67
Publikováno v:
Industrial Marketing Management. 43:911-919
Our research explores the role conflict, ambiguity and resulting social stigma and relational risks that transnational B2B networkers face when facilitating the formation of new exchange dyads between firms from distinct and distant cultures, i.e. Ch
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::38afcbfe33f528b5c8e40afdbad5c502
https://doi.org/10.1016/j.indmarman.2014.05.005
https://doi.org/10.1016/j.indmarman.2014.05.005