An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness

Purpose - This study aims to develop and test a model of relationship selling management. It seeks to examine the impact of leadership quality and relationship selling, as antecedents of salespeople's relational behaviours, on sales effectiveness.Design methodology approach - Starting from a re...

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Veröffentlicht in:	European journal of marketing 2009-07, Vol.43 (7/8), p.1053-1075
Hauptverfasser:	Paparoidamis, Nicholas G, Guenzi, Paolo
Format:	Artikel
Sprache:	eng
Schlagworte:	Behaviour Business administration Customer orientation Customer relationship management Customer satisfaction Customers Effectiveness Humanities and Social Sciences Leader-member exchange Leadership Managers Market strategy Marketing Relationship marketing Sales force Sales management Sales performance Salespeople Studies
Online-Zugang:	Volltext
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