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Keywords: Sales executives
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Journal Articles
Inflection points during a disruptive event: planning within the sales force
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Journal of Business & Industrial Marketing (2024) 39 (4): 721–734.
Published: 27 November 2023
...Ryan L. Matthews; Brian N. Rutherford; Lucy M. Matthews; Diane R. Edmondson Purpose This paper aims to investigate business-to-business sales executives’ navigation of challenges and changes in planning during two separate periods (prevaccine and postvaccine) of time, which were impacted...
