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isPartOf:"Das Wirtschaftsstudium : wisu ; Zeitschrift für Ausbildung, Prüfung, Berufseinstieg und Fortbildung"
~isPartOf:"Applied economics"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~type_genre:"Aufsatz in Zeitschrift"
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Absatz
18
Sales
18
Selling
9
Verkauf
9
Salespeople
8
Verkaufspersonal
8
B-to-B-Marketing
5
Business-to-business marketing
5
Sales performance
5
Erfolgsfaktor
4
Firm performance
4
Success factor
4
Unternehmenserfolg
4
Lieferantenmanagement
3
Sales growth
3
Supplier relationship management
3
Advertising
2
Beziehungsmarketing
2
Deutschland
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Forecasting model
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Germany
2
Prognoseverfahren
2
Relationship marketing
2
Sales force
2
Sales management
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Theorie
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Theory
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USA
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United States
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2006-2008
1
Acquisition
1
Advertising effects
1
Ambidexterity
1
Ambidextrous organization
1
Arbeitsleistung
1
Automotive market
1
B2B advertising
1
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1
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1
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Aufsatz in Zeitschrift
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18
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English
16
German
2
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Andreev, Pavel
1
Baker, Thomas L.
1
Bellenger, Danny N.
1
Benyoucef, Morad
1
Blum, Ulrich
1
Boles, James S.
1
Borgh, Michel van der
1
Braakmann, Nils
1
Chen, Chuanming
1
Claro, Danny Pimentel
1
Curasi, Carolyn Folkman
1
Dudenhöffer, Ferdinand
1
Franses, Philip Hans
1
Friend, Scott B.
1
Groen, Jan J. J.
1
Groza, Mark D.
1
Guenther, Miriam
1
Guenther, Peter
1
Guenzi, Paolo
1
Henneberg, Stephan
1
Hochstein, Bryan
1
Hunter, Gary K.
1
Kim, Jae H.
1
Kvasnicka, Michael
1
Legerstee, Rianne
1
Liu, Dong
1
Najafi-Tavani, Zhaleh
1
Naudé, Peter
1
Nijssen, E. J.
1
Ohiomah, Alhassan
1
Paap, Richard
1
Panagopoulos, Nikolaos G.
1
Parvinen, Petri
1
Pimentel, Michael A.
1
Plouffe, Christopher R.
1
Rajabi, Reza
1
Rollins, Minna
1
Tauchmann, Harald
1
Veltins, Michael A.
1
Vieira, Valter Afonso
1
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Das Wirtschaftsstudium : wisu ; Zeitschrift für Ausbildung, Prüfung, Berufseinstieg und Fortbildung
Applied economics
Industrial marketing management : the international journal for industrial and high-tech firms
International journal of forecasting
21
Advances in business and management forecasting
17
Wirtschaftsdienst : Zeitschrift für Wirtschaftspolitik
14
International journal of production economics
13
Journal of business research : JBR
11
Journal of retailing and consumer services
10
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
10
European journal of operational research : EJOR
7
Journal of political economy
7
The review of financial studies
7
Ifo-Schnelldienst
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
6
The journal of industrial economics
6
The journal of media economics
6
The journal of personal selling & sales management : JPSSM
6
European journal of marketing : EJM
5
Journal of advertising research
5
Journal of financial and quantitative analysis : JFQA
5
Journal of marketing education : JME
5
Journal of personal selling & sales management
5
Production and operations management : the flagship research journal of the Production and Operations Management Society
5
The journal of business & industrial marketing
5
The journal of real estate finance and economics
5
The review of economics and statistics
5
International economic review
4
Journal of business economics : JBE
4
Journal of forecasting
4
Journal of international business studies : JIBS ; an official journal of the Academy of International Business
4
Journal of marketing
4
Journal of the Academy of Marketing Science
4
Managerial and decision economics : MDE ; the international journal of research and progress in management economics
4
Strategic management journal
4
The Rand journal of economics
4
The journal of applied business research
4
The journal of product innovation management : an international publication of the Product Development & Management Association
4
The quarterly journal of economics
4
Applied economics letters
3
Business economics : the journal of the National Association for Business Economists
3
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ECONIS (ZBW)
18
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1
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
2
Organizational innovativeness and firm performance : does sales management matter?
Groza, Mark D.
;
Zmich, Louis J.
;
Rajabi, Reza
- In:
Industrial marketing management : the international …
97
(
2021
),
pp. 10-20
Persistent link: https://www.econbiz.de/10013206304
Saved in:
3
How do the combinations of sales control systems influence sales performance? : the mediating roles of distinct customer-oriented behaviors
Zang, Zhimei
;
Liu, Dong
;
Zheng, Yaqin
;
Chen, Chuanming
- In:
Industrial marketing management : the international …
84
(
2020
),
pp. 287-297
Persistent link: https://www.econbiz.de/10012162594
Saved in:
4
Is advertising an underappreciated driver of sales growth in B2B markets? : theoretical perspectives and empirical evidence
Guenther, Miriam
;
Guenther, Peter
- In:
Industrial marketing management : the international …
87
(
2020
),
pp. 76-89
Persistent link: https://www.econbiz.de/10012285136
Saved in:
5
A multidimensional perspective of business-to-business sales success : a meta-analytic review
Ohiomah, Alhassan
;
Benyoucef, Morad
;
Andreev, Pavel
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 435-452
Persistent link: https://www.econbiz.de/10012321908
Saved in:
6
Boosting sales force morale in highly dynamic, complex markets : the role of job resources
Panagopoulos, Nikolaos G.
;
Hochstein, Bryan
;
Baker, …
- In:
Industrial marketing management : the international …
74
(
2018
),
pp. 237-253
Persistent link: https://www.econbiz.de/10011942346
Saved in:
7
Estimating loss functions of experts
Franses, Philip Hans
;
Legerstee, Rianne
;
Paap, Richard
- In:
Applied economics
49
(
2017
)
4
,
pp. 386-396
Persistent link: https://www.econbiz.de/10011810649
Saved in:
8
Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.
;
Guenzi, Paolo
;
Borgh, Michel van der
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
Saved in:
9
Do supplier perceptions of buyer fairness lead to supplier sales growth?
Zaefarian, Ghasem
;
Najafi-Tavani, Zhaleh
;
Henneberg, Stephan
- In:
Industrial marketing management : the international …
53
(
2016
),
pp. 160-171
Persistent link: https://www.econbiz.de/10011448092
Saved in:
10
Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
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