Realising intangible business relationship value for the seller - the role of the salesperson
| aut.researcher | Baxter, Roger Arthur | |
| dc.contributor.author | Zhang, A | |
| dc.contributor.author | Baxter, RA | |
| dc.contributor.author | Glynn, M | |
| dc.date.accessioned | 2011-09-29T23:02:11Z | |
| dc.date.available | 2011-09-29T23:02:11Z | |
| dc.date.copyright | 2008-12-01 | |
| dc.date.issued | 2008-12-01 | |
| dc.description.abstract | Customer relationships are seen as one of a firm’s most important set of resources or assets. According to the resource advantage theory, customer’s resources are potentially available to the seller once a relationship is established between them. In addition, the intangible resources that are available from the customer relationships are potentially likely to contribute to seller’s sustainable competitive advantage. This paper explores the salesperson’s role in realising the potential value of these intangible relationship resources. | |
| dc.identifier.citation | Proceedings of the Australian and New Zealand Marketing Academy Conference (ANZMAC'08), Sydney, Australia | |
| dc.identifier.isbn | 186308-144-5 (print) | |
| dc.identifier.uri | https://hdl.handle.net/10292/2166 | |
| dc.publisher | University of Western Sydney | |
| dc.relation.uri | http://pandora.nla.gov.au/pan/25410/20101006-0008/www.anzmac2008.org/_Proceedings/PDF/S03_/Zhang%20Baxter%20%26%20Glynn%20S3%20JS%20P4%20.pdf | |
| dc.rights | NOTICE: this is the author’s version of a work that was accepted for publication. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in (see Citation). The original publication is available at (see Publisher's Version) | |
| dc.rights.accessrights | OpenAccess | |
| dc.title | Realising intangible business relationship value for the seller - the role of the salesperson | |
| dc.type | Conference Contribution | |
| pubs.organisational-data | /AUT | |
| pubs.organisational-data | /AUT/Business & Law | |
| pubs.organisational-data | /AUT/Business & Law/Marketing | |
| pubs.organisational-data | /AUT/Business & Law/Marketing/Marketing PBRF 2012 | |
| pubs.organisational-data | /AUT/PBRF Researchers | |
| pubs.organisational-data | /AUT/PBRF Researchers/Business & Law PBRF Researchers | |
| pubs.organisational-data | /AUT/PBRF Researchers/Business & Law PBRF Researchers/B & L Marketing & Advertising |