2 Result(s)
within
Prabakar Kothandaraman
Marketing
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Chapter and Conference Paper
Buyer Organization Map**: New CRM Tool for Salespeople
Traditionally, salespeople have been called the "eyes and ears" of a company in the marketplace. But, in the era of customer relationship management, they have been largely underutilized even though scholars c...
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Chapter and Conference Paper
CSR as an Adaptive Selling Tool: a Novel Framework and a Robust Analysis Proposal
In this working chapter the authors document an additional way that CSR can be used by employees to improve customer relationships. That is, employees can use CSR as an adaptive selling tool. Employees use CSR...
