Antecedents and consequences of sales representatives' relationship termination competence

Journal of Business and Industrial Marketing

Volumn 28, Issue 1, 2013, Pages 41-49

  Geersbro, Jens ^a   Ritter, Thomas ^a  

^a Copenhagen Business School ^*  (Denmark)

Author keywords

Customer relationship management; Management strategy; Non customer definition; Sales representatives' competence; Termination acceptance; Termination incentives; Termination routines; Unwanted customer relationships

Indexed keywords

EID: 84870588214     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858621311285705     Document Type: Article

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