prof. Bert Paesbrugghe
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The impact of adverse life events on salesperson relationships with customers
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Between a rock and a hard place : seizing the opportunity of demanding customers by means of frontline service behaviors
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Increasing resilience by creating an adaptive salesforce
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Aligning sales and operations management : an agenda for inquiry
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Personal selling and the purchasing function : where do we go from here?
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- PhD Thesis
- open access
Salespeople are from Mars, purchasers are from Venus : matching sales to purchasing
(2017) -
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
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Sales and operation integration : the role of collaboration and alignment
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The end of avoiding procurement in a buyer-seller relationship : a qualitative study from an empowered buyer’s perspective
(2015)