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Sales force impact on B-to-B brand equity: Conceptual framework and empirical test

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  • Baumgarth, Carsten
  • Binckebanck, Lars

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  • Baumgarth, Carsten & Binckebanck, Lars, 2010. "Sales force impact on B-to-B brand equity: Conceptual framework and empirical test," Arbeitspapiere der Nordakademie 2010-07, Nordakademie - Hochschule der Wirtschaft.
    • Handle: RePEc:zbw:nordwp:201007
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    References listed on IDEAS

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    1. Homburg, Christian & Stock, Ruth, 2004. "The Link Between Sales People’s Job Satisfaction and Customer Satisfaction in a Business-to-Business Context: A Dyadic Analysis," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 35550, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    2. Tenenhaus, Michel & Vinzi, Vincenzo Esposito & Chatelin, Yves-Marie & Lauro, Carlo, 2005. "PLS path modeling," Computational Statistics & Data Analysis, Elsevier, vol. 48(1), pages 159-205, January.
    3. van Riel, A.C.R. & Pahud de Mortanges, C.F.W. & Streukens, A.C.P., 2004. "Antecedents of industrial brand equity: an empirical study," Research Memorandum 011, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
    4. Homburg, Christian & Stock, Ruth, 2004. "The Link between Sales People’s Job Satisfaction and Customer Satisfaction in a Business-to-Business Context: A Dyadic Analysis," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 60486, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    5. John Hulland, 1999. "Use of partial least squares (PLS) in strategic management research: a review of four recent studies," Strategic Management Journal, Wiley Blackwell, vol. 20(2), pages 195-204, February.
    6. Mohr, Lois A. & Bitner, Mary Jo, 1995. "The role of employee effort in satisfaction with service transactions," Journal of Business Research, Elsevier, vol. 32(3), pages 239-252, March.
    7. Yoo, Boonghee & Donthu, Naveen, 2001. "Developing and validating a multidimensional consumer-based brand equity scale," Journal of Business Research, Elsevier, vol. 52(1), pages 1-14, April.
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    Cited by:

    1. Martin Gerner, 2019. "Assessing and managing sustainability in international perspective: corporate sustainability across cultures – towards a strategic framework implementation approach," International Journal of Corporate Social Responsibility, Springer, vol. 4(1), pages 1-34, December.
    2. Hien Thi Ngoc Huynh & Hoa Doan Xuan Trieu & Phuong Van Nguyen & Tue Gia Tran & Long Nguyen Hai Lam, 2021. "Explicating Brand Equity in the Information Technology Sector in Vietnam," Administrative Sciences, MDPI, vol. 11(4), pages 1-25, November.

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