A qualitative study of leader behaviors perceived to enable salesperson performance

Autor: Susan E. Boehnke, Lynette Ryals, Gregory A. Rich, Karen M. Peesker

Publikováno v: Journal of Personal Selling & Sales Management. 39:319-333

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise so

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::fffa2f5639b71fefebdd5f0fd3e70e87
https://doi.org/10.1080/08853134.2019.1596816

Which resources and capabilities underpin strategic key account management?

Autor: Javier Marcos Cuevas, Mika Gabrielsson, Rodrigo Guesalaga, Beth Rogers, Lynette Ryals

Publikováno v: Guesalaga, R, Gabrielsson, M, Rogers, B, Ryals, L & Marcos Cuevas, J 2018, ' Which resources and capabilities underpin strategic key account management? ', Industrial Marketing Management . https://doi.org/10.1016/j.indmarman.2018.05.006

Key account management (KAM) supports the profitability and financial sustainability of firms in business-to-business markets. It also attracts considerable academic research. However, KAM research remains largely atheoretical and lacking in conceptu

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::46e75605ea8f4719c638126f5bd5cccf
http://dspace.lib.cranfield.ac.uk/handle/1826/13468

Implementing sustainable marketing

Autor: Lynette Ryals

Publikováno v: Cranfield on Corporate Sustainability ISBN: 9781351277488

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::9dc4d2c0230910fc38e93d795fd1f79a
https://doi.org/10.4324/9781351277488-9

Making customer relationship decisions: Analytics v rules of thumb

Autor: Andreas Persson, Lynette Ryals

Publikováno v: Journal of Business Research. 67:1725-1732

This article explores how customer management decisions are made in the leading Nordic retail banks and whether these decisions are driven by mainstream analytical approaches to customer lifetime value available through the banks' CRM systems, or by

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::e6e002b75ce675cf144f254dd24ce24d
https://doi.org/10.1016/j.jbusres.2014.02.019

Where's the strategic intent in key account relationships?

Autor: Lynette Ryals, Iain A. Davies

Publikováno v: Ryals, L J & Davies, I A 2013, ' Where's the strategic intent in key account relationships? ', Journal of Business and Industrial Marketing, vol. 28, no. 2, pp. 111-124 . https://doi.org/10.1108/08858621311295254

Purpose – Over the past ten to 15 years, key account management (KAM) has established itself as an important and growing field of academic study and as a major issue for practitioners. Despite the use of strategic intent in conceptualizing KAM rela

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::d4d0fe8b25c1d7b2a07f32bb11d1e8bf
https://doi.org/10.1108/08858621311295254