An evaluation of divergent perspectives on customer relationship management: Towards a common understanding of an emerging phenomenon von Zablah, Alex R, Bellenger, Danny N, Johnston, Wesley J

Volltext

What factors influence buying center brand sensitivity? von Brown, Brian P., Zablah, Alex R., Bellenger, Danny N., Donthu, Naveen

Volltext

When do B2B brands influence the decision making of organizational buyers? An examination of the relationship between purchase risk and brand sensitivity von Brown, Brian P., Zablah, Alex R., Bellenger, Danny N., Johnston, Wesley J.

Volltext

Performance Implications of CRM Technology Use: A Multilevel Field Study of Business Customers and Their Providers in the Telecommunications Industry von Zablah, Alex R., Bellenger, Danny N., Straub, Detmar W., Johnston, Wesley J.

Volltext

Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures von Friend, Scott B., Curasi, Carolyn F., Boles, James S., Bellenger, Danny N.

Volltext

Business buyers are people too: exploring how geodemographics affects business-to-business selling effectiveness von Mier, Joel, Carlson, Jeffrey, Bellenger, Danny Norton, Johnston, Wesley J

Volltext

Customer information utilization in business-to-business markets: Muddling through process? von Rollins, Minna, Bellenger, Danny N., Johnston, Wesley J.

Volltext

Does customer information usage improve a firm's performance in business-to-business markets? von Rollins, Minna, Bellenger, Danny N., Johnston, Wesley J.

Volltext

Customer orientation and salesperson performance von Cross, Mark E, Brashear, Thomas G, Rigdon, Edward E, Bellenger, Danny N

Volltext

An Empirical Test of Trust-Building Processes and Outcomes in Sales Manager–Salesperson Relationships von Brashear, Thomas G., Boles, James S., Bellenger, Danny N., Brooks, Charles M.

Volltext

Mentoring characteristics and functions: mentoring’s influence on salespeople von Brashear-Alejandro, Tom, Barksdale, Hiram, Bellenger, Danny Norton, Boles, James S, James, Channelle

Volltext

Did Dodd–Frank miss the mark? Financial experts’ and regulators’ perspectives on resolution plans von Cho, Edward, Mier, Joel, Jones, Catrina, Bellenger, Danny

Volltext

The role of mentoring in promoting organizational commitment among black managers: An evaluation of the indirect effects of racial similarity and shared racial perspectives von Brown, Brian P., Zablah, Alex R., Bellenger, Danny N.

Volltext

Customer Relationship Management Implementation Gaps von Zablah, Alex R., Bellenger, Danny N., Johnston, Wesley J.

Volltext

The influence of salesperson selling behaviors on customer satisfaction with products von Goff, Brent G., Boles, James S., Bellenger, Danny N., Stojack, Carrie

Volltext

Guest editorial von Grabowski, Louis, Loch, Karen, Bellenger, Danny Norton, Mathiassen, Lars

Volltext

Transforming partner relationships through technological innovation von Zablah, Alex R., Johnston, Wesley J., Bellenger, Danny N.

Volltext

An Exploratory Study of the Relative Effectiveness of Different Types of Sales Force Mentors von Brashear, Thomas G., Bellenger, Danny N., Boles, James S., Barksdale, Hiram C.

Volltext

The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test von Barksdale, Hiram C., Bellenger, Danny N., Boles, James S., Brashear, Thomas G.

Volltext

Patronage motives of mature consumers in the selection of food and grocery stores von Moschis, George, Curasi, Carolyn, Bellenger, Danny

Volltext