haku: @indexterm business-to-business / yhteensä: 118
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Tekijä:Schwepker, C. H. Jr.
Good, D. J.
Otsikko:Moral judgement and its impact on business-to-business sales performance and customer relationships
Lehti:Journal of Business Ethics
2011 : FEB II, VOL 98:4, p. 609-625
Asiasana:business-to-business
sales
business ethics
customer relationship management (crm)
salespeople
Kieli:eng
Tiivistelmä:The concept of sales performance has broadened over the recent years, not to consider only the financial aspects of performance. Largely due to the increased complexity of buyer-seller relationships, the potential impacts of ethical/unethical actions to sales performance have been a subject of a growing interest. Using a sample of 345 business-to-business salespeople, this paper investigates how moral judgement influences sales performance and sellers engaging in customer-oriented sales.
SCIMA tietueen numero: 276594
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