MARIA DEL CARMEN
OTERO NEIRA
PROFESOR/A TITULAR DE UNIVERSIDAD TC
![Foto de Nils M.](/img/nophoto.png)
Nils M.
Høgevold
Publicacións nas que colabora con Nils M. Høgevold (11)
2024
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Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms
Benchmarking, Vol. 31, Núm. 3, pp. 884-902
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Salespeople’s sales performance skills in B2B of services firms – a cross-industrial study
European Business Review, Vol. 36, Núm. 2, pp. 201-224
2023
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Digitalization Through Technology and Sales Performance: Extended Framework: An Abstract
Developments in Marketing Science: Proceedings of the Academy of Marketing Science (Springer Nature), pp. 43-44
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The direct effect of B2B sellers' skills on relative and absolute sales performance: a dual measurement approach
Journal of Organizational Change Management, Vol. 36, Núm. 1, pp. 64-85
2022
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Action and Social Alignment Constituents of Collaboration in B2B Relationships: Buyer and Seller Perspectives
Journal of Relationship Marketing, Vol. 21, Núm. 3, pp. 194-225
2021
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A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Journal of Business and Industrial Marketing, Vol. 37, Núm. 1, pp. 180-194
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B to B Sellers’ Skill Level in Sales Performance–Frameworks and Findings
Journal of Business-to-Business Marketing, Vol. 28, Núm. 3, pp. 265-281
2020
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Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective
Journal of Business and Industrial Marketing, Vol. 35, Núm. 11, pp. 1685-1700
2019
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Validating action and social alignment constituents of collaboration in business relationships: A sales perspective
Marketing Intelligence and Planning, Vol. 37, Núm. 7, pp. 721-740
2016
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Teleological Actions in Negative Service Encounters
Developments in Marketing Science: Proceedings of the Academy of Marketing Science (Springer Nature), pp. 733
2015
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New aspects of research to assess and manage critical incidents in service encounters: Teleological actions, interactive interface and perceptual gaps
International Journal of Contemporary Hospitality Management, Vol. 27, Núm. 1, pp. 27-51