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Keywords: Theories-in-use approach
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Journal Articles
Effect of the pandemic on professional selling: an exposition of different selling styles using theories-in-use approach
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Journal of Business & Industrial Marketing (2024) 39 (4): 766–780.
Published: 24 October 2023
... of the theories-in-use approach is conducted. The data were collected through 23 in-depth semistructured interviews, conducted with professional salespeople working at various levels in different industries. The data thus generated was analyzed through open, axial and selective coding, which resulted in three...
