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How social media applications affect B2B communication and improve business performance in SMEs
Wang, William Yu Chung; Pauleen, David J.; Tingting, Zhang - In: Industrial marketing management : the international … 54 (2016), pp. 4-14
Persistent link: https://www.econbiz.de/10011478701
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Sales communication competence in international B2B solution selling
Koponen, Jonna; Julkunen, Saara; Asai, Akiko - In: Industrial marketing management : the international … 82 (2019), pp. 238-252
Persistent link: https://www.econbiz.de/10012128066
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Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie; La Rocca, Antonella - In: Industrial marketing management : the international … 46 (2015), pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
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Communication, interactivity, and satisfaction in B2B relationships
Murphy, Micah; Sashi, C. M. - In: Industrial marketing management : the international … 68 (2018), pp. 1-12
Persistent link: https://www.econbiz.de/10011822080
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Effects of collaborative communication on the development of market-relating capabilities and relational performance metrics in industrial markets
Chen, Yen Chun; Lie, Po-Chien; Arnold, Todd J. - In: Industrial marketing management : the international … 42 (2013) 8, pp. 1181-1191
Persistent link: https://www.econbiz.de/10010227782
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Supplier integration in new product development : computer mediated communication, knowledge exchange and buyer performance
Thomas, Ellen - In: Industrial marketing management : the international … 42 (2013) 6, pp. 890-899
Persistent link: https://www.econbiz.de/10010211256
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Tripartite role of communications in channel relationships : mitigating exchange hazards, reducing opportunism, and curtailing its ill effects on relationship performance
Trada, Sandip; Goyal, Vikas - In: Industrial marketing management : the international … 85 (2020), pp. 281-294
Persistent link: https://www.econbiz.de/10012212168
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Effects of power use in buyer-supplier relationships : the moderating role of communication
Han, Zhaojun; Handfield, Robert B.; Huo, Baofeng; Tian, Yu - In: Industrial marketing management : the international … 102 (2022), pp. 45-57
Persistent link: https://www.econbiz.de/10013259008
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Satisfactory listening : the differential role of salesperson communication in (co)creating value for B2B buyers
Hossain, Mehdi Tanzeeb; Gilbert, Jonathan Ross - In: Industrial marketing management : the international … 98 (2021), pp. 222-240
Persistent link: https://www.econbiz.de/10013206350
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Relational communication and illusionary loyalty : moderating role of self-construal
Hossain, Mehdi T.; Chonko, Lawrence B. - In: Industrial marketing management : the international … 69 (2018), pp. 221-234
Persistent link: https://www.econbiz.de/10011822578