Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills |
184 |
2013 |
The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities |
118 |
2006 |
The marketing–sales interface at the interface: Creating market-based capabilities through organizational synergy |
88 |
2012 |
The dilemma of outsourced customer service and care: research propositions from a transaction cost perspective |
41 |
2009 |
Capital de marque et Internet: les nouveaux enjeux de l'e-communication de l'insatisfaction des clients |
11 |
2003 |
La Force de Vente et les Activités d’Intelligence Economique |
9 |
2006 |
Contribution des vendeurs à l'intelligence économique: un modèle explicatif de l'effort envers la veille marketing et commerciale |
9 |
1998 |
Key Account Management: Strategies to Leverage Information, Technology, and Relationships to Deliver Value to Large Customers |
6 |
2015 |
Competitive intelligence and the sales force: how to gain market leadership through competitive intelligence |
4 |
2013 |
Sales Management, Education, and Scholarship Across Cultures: Early Findings from a Global Study and an Agenda for Future Research |
2 |
2020 |
Best Practices for Inside Sales Professionals: An Historical Analysis |
2 |
2018 |
De l'intelligence économique à la veille marketing et commerciale(vers une nécessaire mise au point conceptuelle et théorique) |
2 |
2000 |
Social Listening: Adapting Customer and Competitive Intelligence to the Digital Era |
1 |
2019 |
Training and Qualification: Developing a Competency Model to Assess Sales Leaders’ Equity |
1 |
2016 |
Measuring the competitive intelligence attitude of salespeople: Validation of the CIA salesperson scale |
1 |
1999 |
Explaining and managing salespeople's effort towards competitive intelligence: Evidences from the CIA salesperson scale |
1 |
1999 |
Perspectives on International Collaboration in Sales Research: Introduction to the Special Issue |
0 |
2019 |
The Customer Compromise and ComproScore: Toward a New Concept and Metric to Assess Customer Satisfaction, Buying Process, and Loyalty: An Abstract |
0 |
2018 |
The Accidental Salesperson: Can Inexperienced Sales Professionals Get Lucky Without Working Smart or Hard? An Abstract |
0 |
2017 |
Engaging Customer Preference Through Trade Credit: An Investigation of the Impact of Payment Terms on Brand Equity |
0 |
2016 |