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Keywords: Time perspective
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Journal Articles
Journal of Business & Industrial Marketing (2026) 41 (2): 145–159.
Published: 22 December 2025
...Laurianne Schmitt; Romain Franck Purpose This study aims to validate if B2B salespeople’s time perspective (long-term vs short-term) affects their influence tactics and adaptive selling approach, and how those influence tactics impact performance. Design/methodology/approach The authors build...
