How salespeople facilitate buyers' resource availability to enhance seller outcomes |
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Authors: | Annie Liqin Zhang Roger Baxter Mark S Glynn |
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Institution: | Faculty of Business and Law, Auckland University of Technology, Private Bag 92006, Auckland 1142, New Zealand |
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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. |
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Keywords: | Interaction Relationship performance Resource availability Salesperson activities |
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