The salesman's job in competitive bidding situations

Organizational Buying Behavior

Henry A. Sciullo, Frederick E. Webster, Yoram Wind · Journal of Marketing · 1973 · 654 citations

Organizational Buying Behavior, Management, Business +5

Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research

Orville C. Walker, Gilbert A. Churchill, Neil M. Ford · Journal of Marketing Research · 1977 · 572 citations

Information Control as a Power Resource

Andrew Pettigrew · Sociology · 1972 · 348 citations

Innovative Decision Process, Engineering, Organization Science +22

Relationship between Salesperson Performance and Understanding of Customer Decision Making

Barton A. Weitz · Journal of Marketing Research · 1978 · 323 citations

Customer Experience, Customer Satisfaction, Consumer Research +19

Relationship between Salesperson Performance and Understanding of Customer Decision Making

Barton A. Weitz · Journal of Marketing Research · 1978 · 145 citations

Customer Experience, Customer Satisfaction, Customer Profitability +7