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Purpose The purpose of this paper is to determine if transformational leadership has an effect on businesstobusiness salespeople's trust in the organization, whether trust in the organization affects moral judgment and if moral judgment in turn affects salesperson performance, specifically...
Purpose Veneer is one of the most important products in the woodbased panel industry, therefore, to provide needed information for the development of this industry, it is necessary to provide better understanding of the forces driving the demand and supply of veneer. The purpose of this paper is...
Purpose The purpose of this paper is to investigate the moderating effects of selling experience on the relationship between job satisfaction and sales performance, customer orientation and sales performance, and adaptive selling behaviors and sales performance, taking the context of B2B...
Purpose Recent studies have conceptualized market orientation into two distinct components, responsive and proactive market orientation. The purpose of this paper is to examine the environmental antecedents that lead to the adoption of a responsive or proactive market...
Purpose The purpose of this paper is to propose a data envelopment analysis DEA method for customers' evaluation.Designmethodologyapproach This paper introduces a variable return to scale VRS crossefficiency one of the DEA models to evaluate customers. This new model can consider ratio values...
Purpose The question of R&D and marketing cooperation RMC in new product development NPD is of increasing relevance. However, it is unclear whether RMC really leads to new product success NPS and whether and to what extent other elements of market orientation MO impact on NPS and the RMCNPS...
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