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Literaturverzeichnis 133

Literaturverzeichnis

Abdul-Muhmin, A. (2005). Instrumental and interpersonal determinants of relationship

satisfaction and commitment in industrial markets. Journal of Business Re-

search, 58 (5), 619-628.

Agnihotri, R., Kothandaraman, P., Kashyap, R., & Singh, R. (2012). Bringing "social"

into sales: the impact of salespeople's social media use on service behaviors

and value creation. Journal of Personal Selling & Sales Management, 32 (2),

333-348.

Ahearne, M., Jelinek, R., & Rapp, A. (2005). Moving beyond the direct effect of SFA

adoption on salesperson performance: training and support as key moderating

factors. Industrial Marketing Management, 34 (4), 379-388.

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mative variables. Journal of Experimental Social Psychology, 6 (4), 466-487.

Allen, N. J., & Grisaffe, D. (2001). Employee commitment to the organization and

customer reactions: Mapping the linkages. Human Resource Management

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Allen, N. J., & Meyer, J. P. (1990). The measurement and antecedents of affective,

continuance and normative commitment to the organization. Journal of Occu-

pational Psychology, 63 (1), 1-18.

Anderson, E., & Jap, S. D. (2005). The dark side of close relationships. MIT Sloan

Management Review, 46 (3), 75-82.

Anderson, E., & Oliver, R. L. (1987). Perspectives on behavior-based versus out-

come-based salesforce control systems. Journal of Marketing, 51 (4), 76-88.

Anderson, E., & Onyemah, V. (2006). How right should the customer be? Harvard

Business Review, 84 (7-8), 58-67.

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ment in distribution channels. Journal of Marketing Research, 29 (1), 18-34.

Anderson, J., & Narus, J. (1990). A model of distributor firm and manufacturer firm

working partnerships. Journal of Marketing, 54 (1), 42-58.

F. Bill, Soziale Vernetzung von Vertriebsmitarbeitern, Beiträge zur empirischen Marketing- und Vertriebsforschung, DOI 10.1007/978-3-658-10235-7, © Springer Fachmedien Wiesbaden 2015

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