Contextual influences and the adoption and practice of relationship selling in a business-to-business setting: An exploratory study

Michael B Beverland

Research output: Contribution to journalArticleResearchpeer-review

Original languageEnglish
Pages (from-to)207 - 215
Number of pages9
JournalJournal of Personal Selling and Sales Management
Volume21
Issue number3
Publication statusPublished - 2001

Cite this

@article{c3e299472cc942bfac002d40902f0ca9,
title = "Contextual influences and the adoption and practice of relationship selling in a business-to-business setting: An exploratory study",
author = "Beverland, {Michael B}",
year = "2001",
language = "English",
volume = "21",
pages = "207 -- 215",
journal = "Journal of Personal Selling and Sales Management",
issn = "0885-3134",
publisher = "Taylor & Francis",
number = "3",

}

Contextual influences and the adoption and practice of relationship selling in a business-to-business setting: An exploratory study. / Beverland, Michael B.

In: Journal of Personal Selling and Sales Management, Vol. 21, No. 3, 2001, p. 207 - 215.

Research output: Contribution to journalArticleResearchpeer-review

TY - JOUR

T1 - Contextual influences and the adoption and practice of relationship selling in a business-to-business setting: An exploratory study

AU - Beverland, Michael B

PY - 2001

Y1 - 2001

M3 - Article

VL - 21

SP - 207

EP - 215

JO - Journal of Personal Selling and Sales Management

JF - Journal of Personal Selling and Sales Management

SN - 0885-3134

IS - 3

ER -