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• W2013072899 abstract "The value of long‐term relationships has become a widely studied variable in marketing. This article investigates two important characteristics of salespeople (consideration of future sales consequences and customer‐oriented selling) and their effects on the usage of long‐term relationships. In turn, associations between a long‐term relationship orientation, and a preference for long‐term compensation are explored. The findings suggest managerial and research implications for structuring of reward systems and potential tools for recruiting, selection and assignment of salespeople based on these characteristics." @default.
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• W2013072899 date "2000-07-01" @default.
• W2013072899 modified "2023-10-16" @default.
• W2013072899 title "Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships" @default.
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• W2013072899 doi "https://doi.org/10.1108/08858620010335056" @default.
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