Authors: Bert Paesbrugghe; Omar S. Itani
On the basis of the Service-Dominant Logic (SDL) and salesperson after-sales service behaviors framework, this paper examines how sales representatives should respond to the increase in customer demandingness and expectations. Sales representatives can use different after-sales service behaviors to fulfill the needs of demanding customers and to drive higher satisfaction through the creation of customer value
Journal: ( – )
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Publish Year: 2018
Conference: Sri Lanka (2018)