Research Explorer

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Researcher

Bert Paesbrugghe

7 Results

2021

The impact of adverse life events on salesperson relationships with customers

Deva RangarajanMichael PeasleyBert PaesbruggheRajesh V. SrivastavaGeoffrey T. Stewart

A1 Journal Article in JOURNAL OF BUSINESS & INDUSTRIAL MARKETING

2020

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

Omar S. ItaniFernando JaramilloBert Paesbrugghe

A1 Journal Article in JOURNAL OF RETAILING AND CONSUMER SERVICES

Increasing resilience by creating an adaptive salesforce

Arun SharmaDeva RangarajanBert Paesbrugghe

A1 Journal Article in INDUSTRIAL MARKETING MANAGEMENT

2018

Aligning sales and operations management : an agenda for inquiry

Devarajan RangarajanArun SharmaBert PaesbruggheRobert Boute

A2 Journal Article in JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT

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

Bert PaesbruggheArun SharmaDeva RangarajanNiladri Syam

A2 Journal Article in JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT

2017

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

Bert PaesbruggheDeva RangarajanArun SharmaNiladri SyamSubhash Jha

A1 Journal Article in INDUSTRIAL MARKETING MANAGEMENT

Salespeople are from Mars, purchasers are from Venus : matching sales to purchasing

Bert PaesbruggheDeva RangarajanBert Weijters