首页 | 本学科首页   官方微博 | 高级检索  
     检索      


How salespeople facilitate buyers' resource availability to enhance seller outcomes
Authors:Annie Liqin Zhang  Roger Baxter  Mark S Glynn
Institution:Faculty of Business and Law, Auckland University of Technology, Private Bag 92006, Auckland 1142, New Zealand
Abstract:Positive outcomes for buyers and sellers occur when the partners readily make their resources available and integrate those resources in a beneficial relationship. This research investigates how salespeople facilitate the use of these buyer resources. Taking the seller's perspective, this study examines the effect that the salesperson's interaction activities, and the availability of buyer resources, have on relationship outcomes.
Keywords:Interaction  Relationship performance  Resource availability  Salesperson activities
本文献已被 ScienceDirect 等数据库收录!
设为首页 | 免责声明 | 关于勤云 | 加入收藏

Copyright©北京勤云科技发展有限公司  京ICP备09084417号