Group influences of selling teams on industrial salespeople's cross-selling behavior

Journal of the Academy of Marketing Science

Volumn 41, Issue 1, 2013, Pages 55-72

  Schmitz, Christian ^a  

^a UNIVERSITY OF ST GALLEN   (Switzerland)

Author keywords

Ability; Business to business marketing; Cross selling; MOA framework; Motivation; Reputation theory; Salesperson; Selling team; Share of wallet; Social norms; Work group

Indexed keywords

EID: 84872143945     PISSN: 00920703     EISSN: None     Source Type: Journal    
DOI: 10.1007/s11747-012-0304-7     Document Type: Article

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