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Keller Center for Research

AUTHOR: Weitz, Barton

Is Internal Support Key to Building Customer Relationships?
[9/1/2020]
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


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