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Research article

First published 2005-11

Relationship Selling in the Meeting Planner/Hotel Salesperson Dyad

Sanghyun Lee, Hung-Jen Su, Alan J. Dubinsky

Journal of Hospitality & Tourism Research

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Research article

First published 2015-3

The Impact of Working Relationship Quality on Job Satisfaction and Sales Person Performance: An Adaptive Selling Behaviour

M. Yousaf Raza, Tariq Rafique, M. Manshoor Hussain [...]

Asia-Pacific Journal of Management Research and Innovation

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Research article

First published 1999-04

Personal Selling and Sales Management: A Relationship Marketing Perspective

Barton A. Weitz, Kevin D. Bradford

Journal of the Academy of Marketing Science

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Research article

First published 1997-1

The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships

J. Brock Smith, Donald W. Barclay

Journal of Marketing

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Research article

First published 2021-6

An Examination of Relationship Selling Effectiveness in NCAA Division I Ticket Sales

James F. Weiner, T. Christopher Greenwell, Megan B. Shreffler

Sport Marketing Quarterly

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Research article

First published 2016-9

Subsidiary Initiative Taking in Multinational Corporations: The Relationship between Power and Issue Selling

Christoph Dörrenbächer, Jens Gammelgaard

Organization Studies

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Research article

First published 1995-12

Professional Selling and Relationship Marketing: Moving from Transactional Role-Playing to Partnering

John F. Tanner, Stephen B. Castleberry

Journal of Marketing Education

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Research article

First published 1990-7

Relationship Quality in Services Selling: An Interpersonal Influence Perspective

Lawrence A. Crosby, Kenneth R. Evans, Deborah Cowles

Journal of Marketing

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Research article

First published 1994-8

Relationship Selling: The Personalization of Relationship Marketing

Donald W. Jackson

Australasian Marketing Journal

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Research article

First published 2001-10

Managing Culturally Diverse Buyer-Seller Relationships: The Role of Intercultural Disposition and Adaptive Selling in Developing Intercultural Communication Competence

Victoria D. Bush, Gregory M. Rose, Faye Gilbert [...]

Journal of the Academy of Marketing Science

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