Académique Documents
Professionnel Documents
Culture Documents
Sales Management, 21, pp. 63-70. VARELA, J.A. (1991): Los Agentes
de Ventas, Ariel Economa, Barcelona. VARELA, J.A. (1992):
Efectividad y Rendimiento de los Agentes de Ventas, Esic-Market,
76 (Abril-Junio), pp. 51-64. VERHEES, F. y MEULENBERG, M. (2004):
Market Orientation, Innovativeness, Product Innovation, and
Performance in Small Firms, Journal of Small Business Management,
42(2), pp. 134-154. VERHOEF, P.C. y DONKERS, B. (2005): The effect
of acquisition channels on customer loyalty and cross-buying, Journal
of Interactive Marketing, 19(2), pp. 31-43. WEITZ, B.A., CASTEBERRY,
S.B. y TANNER, J.F. Jr. (1998): Selling: Building Partnerships.
Irwin/McGraw Hill (3 Edicin). WEITZ, B.A., CASTLEBERRY S.B. y
TANNER, J.F. Jr. (2004): Selling: Building Partnerships. (5th Ed.). NY:
Irwin/McGraw Hill. WIDMIER. S. (2002): The effects of incentives and
personality on salespersons customer orientation, Industrial
Marketing Management. 31(7), pp. 609-616. WILLIAMS, M.R. y
ATTAWAY, J. (1996): Exploring Salespersons' Customer Orientation as
a Mediator of Organizational Culture's Influence on Buyer-Seller
Relationships, Journal of Personal Selling & Sales Management, 16,
pp. 33-52. WILSON, D.T. y JANTRANIA, S. (1995): Understanding the
value of a relationship, Asia-Australia Marketing Journal, 2(1), pp. 5566.