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Keywords: Customer relationships
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Journal Articles
Journal:
European Journal of Marketing
European Journal of Marketing (2022) 56 (13): 194–235.
Published: 18 August 2022
...Jonna Pauliina Koponen; Saara Maria Julkunen Purpose This paper aims to explore how and why salespeople enhance or hinder long-term business-to-business (B2B) customer relationships at the interpersonal level by considering self-disclosure and relational cost and reward evaluations. Design...
