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dc.contributor.authorMartín Castejón, Pedro Juanen
dc.contributor.authorRomán Nicolás, Sergioen
dc.contributor.authorFernández Sabiote, Estelaen
dc.date.accessioned2012-01-10-
dc.date.accessioned2012-01-10T14:16:48Z-
dc.date.available2012-01-10T14:16:48Z-
dc.date.issued2011-
dc.identifier.citation|aInvestigaciones Europeas de Dirección y Economía de la Empresa (IEDEE)|c1135-2523|v17|h3|nElsevier|lAmsterdam|y2011|p91-109en
dc.identifier.pidoi:10.1016/S1135-2523(12)60122-1en
dc.identifier.urihttp://hdl.handle.net/10419/54555-
dc.description.abstractThe present study is built on the principles of relationship selling in a context of industrial Small and Medium-sized Enterprises (SMEs). The research specifically analyses the influence of customer-oriented selling and ethical sales behaviors on customer satisfaction, trust and loyalty to the seller company. Results, based on a sample of 219 SMEs, revealed that both customeroriented selling and ethical selling behaviors positively and directly influence satisfaction and trust, and indirectly influence loyalty. In addition, ethical selling positively influences customer-oriented selling. Overall, this study highlights the key role of the salesforce in industrial settings and are likely to stimulate further attention both from theory and management on the study of the salesforce efficient management.en
dc.language.isospaen
dc.publisher|aElsevier |cAmsterdamen
dc.subject.jelM31en
dc.subject.ddc330en
dc.subject.keywordcustomer-oriented sellingen
dc.subject.keywordethical sellingen
dc.subject.keywordrelational variablesen
dc.subject.keywordindustrial smesen
dc.titleInfluencia de los comportamientos relacionales del venedor individual sobre la satisfaction confianza y lealtad del comprador en un contexto de PYMES industriales-
dc.typeArticleen
dc.identifier.ppn682507709en
dc.rightshttp://www.econstor.eu/dspace/Nutzungsbedingungenen
dc.rights.licensehttps://creativecommons.org/licenses/by-nc-nd/3.0/en
econstor.citation.journaltitleInvestigaciones Europeas de Dirección y Economía de la Empresa (IEDEE)en
econstor.citation.issn1135-2523en
econstor.citation.volume17en
econstor.citation.issue3en
econstor.citation.publisherElsevieren
econstor.citation.publisherplaceAmsterdamen
econstor.citation.year2011en
econstor.citation.startpage91en
econstor.citation.endpage109en

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