search query: @journal_id 69 / total: 714
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| Author: | Smith, J. B. Barclay, D. W. |
| Title: | The effects of organizational differences and trust on the effectiveness of selling partner relationships (Verkaufsstrategie; Verkäufereinsatz) |
| Journal: | Journal of Marketing
1997 : JAN, VOL. 61:1, p. 3-21 |
| Index terms: | |
| Freeterms: | ZWISCHENBETRIEBLICHE ZUSAMMENARBEIT, VERTRETEREINSATZ |
| Language: | eng |
| Abstract: | Selling alliances that are formed to cooperatively develop and maintain customer relationships are among the new organizational forms that marketing managers utilize for competitive advantage. To be successful, these alliances require sales representatives from allied organizations to work effectively as selling partners. The authors develop a trust-based model of effective selling partner relationships and test it in the context of the computer industry. They discuss the managerial and theoretical implications of the results. |
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