Antecedents of salesperson performance in information service industry: The role of guanxi, adaptive selling behaviors and customer orientation
This research aims to investigate the determinants of salesperson performance with a focus on the role of customer-centric selling behaviors in the interaction with Guanxi—a measure of the quality of customer–salesperson relationship. The study examines two well-established constructs in the body of...
| Main Authors: | , , , , |
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| Format: | Article |
| Language: | English |
| Published: |
Taylor & Francis Group
2022-12-01
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| Series: | Cogent Business & Management |
| Subjects: | |
| Online Access: | https://www.tandfonline.com/doi/10.1080/23311975.2022.2044433 |