Working Papers

The Strategic Role of the Salesperson in Established Buyer-Seller Relationships

Harald Biong and Fred Selnes

Jan 1, 1996

Examines the effect of salespeople on buyers’ motivation to continue their relationships with suppliers; investigates the characteristics of the buyer-supplier relationship that produce this effect.

This resource is not available online.

By using you agree to our use of cookies as identifiers and for other features of the site as described in our Privacy Policy.