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When does boundary-spanner burnout connect participation and customer relationship performance? The role of the firm's network centrality and network density
(Elsevier, 2023-07)
Managing business-to-business (B2B) relationships can be taxing for many boundary-spanners and lead to burnout. However, despite the widespread prevalence of burnout in the contemporary workplace, B2B marketing research ...
Exploring the dark side of managerial upselling emphasis: Exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance
(Elsevier, 2024-02)
In this study, we scrutinize the prevalent perspective on upselling benefits and explore the overlooked ramifications, specifically the potential for emotional exhaustion and diminished salesperson performance. Our primary ...
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