Aditya Gupta

Iowa State University

Assistant Professor

613 Wallace Road

Ames, IA 50011-2063

United States

  • Iowa State University

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Within-Seller and Buyer–Seller Network Structures and Key Account Profitability

Posted: 17 Mar 2017
Aditya Gupta, Alok Kumar, Rajdeep Grewal and Gary L. Lilien
Iowa State University, University of Nebraska at Lincoln - College of Business Administration, University of North Carolina (UNC) at Chapel Hill - Kenan-Flagler Business School and Pennsylvania State University - Institute for the Study of Business Markets

Abstract:

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Buyer–seller relationship, Buying center, Key account management, Selling team, Social networks, Selling team structure