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Keywords: Customer relationship-building competence
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Journal Articles
Journal:
Marketing Intelligence & Planning
Marketing Intelligence & Planning 1–23.
Published: 14 October 2026
...MinKyung Lee; Kyungdo Park; Ho-Taek Yi Purpose This study investigates how the political skills of B2B salespeople contribute to sales performance by enhancing customer relationship-building competence and shaping sales behaviors. Drawing on the resource-based view (RBV) and social capital theory...
