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Keywords: Relational behaviours
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Journal Articles
Journal of Business & Industrial Marketing (2012) 27 (5): 412–419.
Published: 08 June 2012
... Business‐to‐business marketing Salespeople Relational behaviours Singapore China Sales force Behaviour Empirical research has demonstrated a link between salespeople's characteristics and customer relationships. Those characteristics include familiarity (Brown, 1995), expertise (Brown...
