Bert Paesbrugghe

Increasing resilience by creating an adaptive salesforce

Arun Sharma, Deva Rangarajan, Bert Paesbrugghe · Industrial Marketing Management · 2020 · 131 citations · Full text

Software Maintenance, Engineering, Adaptive Salesforce +9

Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force

Deva Rangarajan, Arun Sharma, Teidorlang Lyngdoh et al. · Business Horizons · 2021 · 97 citations

Business-to-business Research, Sales Management, Professional Selling +10

Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function

Bert Paesbrugghe, Deva Rangarajan, Arun Sharma et al. · Industrial Marketing Management · 2016 · 55 citations

Economics, Matching Sales Strategies, Purchasing Function +12

Between a rock and a hard place: Seizing the opportunity of demanding customers by means of frontline service behaviors

Omar S. Itani, Fernando Jaramillo, Bert Paesbrugghe · Journal of Retailing and Consumer Services · 2019 · 51 citations

Customer Satisfaction, Service Research, Hard Place +13

Personal selling and the purchasing function: where do we go from here?

Bert Paesbrugghe, Arun Sharma, Deva Rangarajan et al. · Journal of Personal Selling and Sales Management · 2018 · 47 citations

Customer Satisfaction, Business-to-business Research, Consumer Research +23