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Sales Force Management Courses

Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis:
Robert W. Palmatier, Rajiv P. Dant, Dhruv Grewal, and Kenneth R. Evans (2006)

Rethinking Customer Solutions: From Product Bundles to Relational Processes:
Kapil R. Tuli, Ajay K. Kohli, and Sundar G. Bharadwaj (2007)

Sales-to-Marketing Job Transitions
Jeff S. Johnson and Joseph M. Matthes (2018)

Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors’ Screening and Firm’s Signaling Processes
Nikolaos G. Panagopoulos, Ryan Mullins, and Panagiotis Avramidis (2019)

The Commercial Consequences of Collective Layoffs: Close the Plant, Lose the Brand?
Vardit Landsman and Stefan Stremersch (2020)

Understanding the Impact of Relationship Disruptions
Christian Schmitz, Maximilian Friess, Sascha Alavi and Johannes Habel (2020)

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