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| Author: | Sharma, A. Tzokas, N. Saren, M. Kyziridis, P. |
| Title: | Antecedents and consequences of relationshipmarketing: Insights from business service salespeople. |
| Journal: | Industrial Marketing Management
1999 : NOV, VOL. 28:6, p. 601-611 |
| Index terms: | Marketing research Marketing strategy Corporate strategy Sales management |
| Language: | eng |
| Abstract: | The authors developed a model regarding the antecedents and consequences of relationship marketing concerning salespeople's behaviors along with propositions. Using a theory-in-use perspective, they examined the insights of business service salespeople from three service industries in two countries analyzing their critical role as boundary spanning agents in relationship marketing. |
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