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Will a supplier's origin make a difference to its business customers?
Jacob, Frank; Schätzle, Sarah - In: Industrial marketing management : the international … 87 (2020), pp. 196-207
Persistent link: https://www.econbiz.de/10012285155
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Industrial buying during the coronavirus pandemic : a cross-cultural study
Habel, Johannes; Jarotschkin, Viktor; Schmitz, Bianca; … - In: Industrial marketing management : the international … 88 (2020), pp. 195-205
Persistent link: https://www.econbiz.de/10012285356
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The praxis of studying interorganizational practices in B2B marketing and purchasing : a critical literature review
Pedersen, Jim; Ellegaard, Chris; Kragh, Hanne - In: Industrial marketing management : the international … 85 (2020), pp. 7-20
Persistent link: https://www.econbiz.de/10012211921
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Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
Bonney, Leff; Hochstein, Bryan; Christenson, Brett; … - In: Industrial marketing management : the international … 85 (2020), pp. 152-166
Persistent link: https://www.econbiz.de/10012212130
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B2B purchase engagement : examining the key drivers and outcomes in professional services
Nyadzayo, Munyaradzi W.; Casidy, Riza; Thaichon, Park - In: Industrial marketing management : the international … 85 (2020), pp. 197-208
Persistent link: https://www.econbiz.de/10012212139
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A model of negotiation issue-based tactics in business-to-business sales negotiations
Geiger, Ingmar - In: Industrial marketing management : the international … 64 (2017), pp. 91-106
Persistent link: https://www.econbiz.de/10011738392
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Buying center-selling center interaction as a driver for power dynamics in buyer-supplier relationships
Siemieniako, Dariusz; Makkonen, Hannu; Mitręga, Maciej - In: Industrial marketing management : the international … 114 (2023), pp. 94-109
Persistent link: https://www.econbiz.de/10014433456
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B2B customer journeys : conceptualization and an integrative framework
Purmonen, Arttu; Jaakkola, Elina; Terho, Harri - In: Industrial marketing management : the international … 113 (2023), pp. 74-87
Persistent link: https://www.econbiz.de/10014433603
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Market dialogue in public procurement : buyer-supplier interfaces and relational abilities
Holma, Anne-Maria; Østensen, Maren Wiktorin; Holmen, … - In: Industrial marketing management : the international … 104 (2022), pp. 51-67
Persistent link: https://www.econbiz.de/10013326851
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Competence is power : how digital influencers impact buying decisions in B2B markets
Crisafulli, Benedetta; Quamina, La Toya; Singh, Jaywant - In: Industrial marketing management : the international … 104 (2022), pp. 384-399
Persistent link: https://www.econbiz.de/10013326942