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An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness

Author

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  • N. Paparoidamis

    (UMR CNRS 8179 - Université de Lille, Sciences et Technologies - CNRS - Centre National de la Recherche Scientifique)

  • P. Guenzi

Abstract

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Suggested Citation

  • N. Paparoidamis & P. Guenzi, 2009. "An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness," Post-Print hal-00325582, HAL.
    • Handle: RePEc:hal:journl:hal-00325582
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    Cited by:

    1. Delpechitre, Duleeep & Beeler-Connelly, Lisa L. & Chaker, Nawar N., 2018. "Customer value co-creation behavior: A dyadic exploration of the influence of salesperson emotional intelligence on customer participation and citizenship behavior," Journal of Business Research, Elsevier, vol. 92(C), pages 9-24.
    2. Daniela Corsaro & Isabella Maggioni, 2021. "Managing the sales transformation process in B2B: between human and digital," Italian Journal of Marketing, Springer, vol. 2021(1), pages 25-56, June.
    3. Wisker Zazli Lily & Poulis Athanasios, 2014. "Emotional Intelligence – Sales Performance Relationship: A Mediating Role of Adaptive Selling Behaviour," International Journal of Management and Economics, Warsaw School of Economics, Collegium of World Economy, vol. 43(1), pages 32-52, September.
    4. Nicholas Muasa Musau, 2023. "Influence of Self-Efficacy and Emotional Intelligence on The Performance of Sales Managers: A Case of a FMCG in Nairobi, Kenya," International Journal of Research and Innovation in Social Science, International Journal of Research and Innovation in Social Science (IJRISS), vol. 7(5), pages 841-856, May.

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