From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels

In the digital economy, many business-to-business companies expect their salespeople to promote e-commerce channels to customers as alternative ways to purchase. However, salespeople are often hesitant to comply with this approach, which despite its high practical relevance, has been rarely examined...

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Veröffentlicht in:	Journal of business research 2021-08, Vol.132, p.373-382
Hauptverfasser:	Habel, Johannes, Alavi, Sascha, Linsenmayer, Kim
Format:	Artikel
Sprache:	eng
Schlagworte:	Business schools E-commerce Electronic commerce Online channel Personal selling Relational selling Sales Sales personnel
Online-Zugang:	Volltext
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