How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance

By conceptualizing customers' organizational citizenship behavior as a communication cue, a customer evaluation criterion, and a sales performance facilitator in a relational selling context, the authors empirically demonstrate the effect of salespeople's perceptions of their customers...

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Veröffentlicht in:	Industrial marketing management 2015-11, Vol.51, p.100-114
Hauptverfasser:	Shannahan, Rachelle J., Bush, Alan J., Shannahan, Kirby L.J., Moncrief, William C.
Format:	Artikel
Sprache:	eng
Schlagworte:	Behavior Consumer behavior Consumer behaviour Customer evaluation Customer organizational citizenship behavior Customer prosocial behavior Customer relations Customers Organizational behavior Organizational behaviour Personal selling Sales management Sales performance Salespeople Studies
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