AUTHOR: Liu, Yongmei
Is Internal Support Key to Building Customer Relationships?
Kevin Duane Bradford, PhD, Yongmei Liu, PhD, Yuying Shi, PhD, Barton Weitz, PhD, and Jun Xu, PhD
A customer’s problem is the opportunity for the salesperson to create value for customers. This research investigates how the buyer-seller relationship is affected by the effectiveness of the salesperson’s ability to coordinate internal resources