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isPartOf:"Harvard-Business-Manager : das Wissen der Besten"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Sales"
~subject:"United States"
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Sales
United States
Salespeople
162
Verkaufspersonal
162
Selling
78
Verkauf
78
B-to-B-Marketing
53
Business-to-business marketing
53
Beziehungsmarketing
49
Relationship marketing
49
Lieferantenmanagement
34
Supplier relationship management
34
Sales performance
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Consumer behaviour
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Plouffe, Christopher R.
5
Flaherty, Karen E.
3
Nijssen, E. J.
3
Beeler, Lisa L.
2
Bonney, Leff
2
Borgh, Michel van der
2
Guenzi, Paolo
2
Hochstein, Bryan
2
La Rocca, Antonella
2
Pappas, James M.
2
Sharma, Arun
2
Syam, Niladri
2
Agnihotri, Raj
1
Allison, Lee
1
Andreev, Pavel
1
Baker, Thomas L.
1
Barclay, Donald W.
1
Bellenger, Danny N.
1
Benyoucef, Morad
1
Boles, James S.
1
Böhm, Eva
1
Chaker, Nawar N.
1
Chen, Chuanming
1
Christodoulides, George
1
Claro, Danny Pimentel
1
Cote, Joseph A.
1
Curasi, Carolyn Folkman
1
Delpechitre, Duleep
1
Dingus, Rebecca
1
Eggert, Andreas
1
Friend, Scott B.
1
Geiger, Ingmar
1
Gilliam, David A.
1
Guenther, Miriam
1
Guenther, Peter
1
Haas, Alexander
1
Hartmann, Nathaniel
1
Hartmann, Nathaniel N.
1
Hu, Michael Y.
1
Ishida, Chiharu
1
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Harvard-Business-Manager : das Wissen der Besten
Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
35
The journal of business & industrial marketing
17
Journal of business research : JBR
14
Journal of business-to-business marketing
9
Journal of personal selling & sales management
9
Journal of business ethics : JOBE
7
Journal of marketing theory and practice
6
Journal of retailing and consumer services
6
Journal of the Academy of Marketing Science
6
Journal of marketing
5
Journal of marketing education : JME
5
Journal of marketing theory and practice : JMTP
5
American journal of business : applying research to practice ; AJB
4
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
4
European journal of marketing : EJM
3
International journal of retail & distribution management
3
Italian journal of marketing : ITJM
3
Journal of managerial issues : JMI
3
Journal of marketing analytics : JMA
3
Journal of marketing channels : ... distribution systems, strategy, and management
3
Academy of Management journal : AMJ
2
Asian journal of management cases
2
Business Guides on the Go
2
Cases on human performance improvement technologies
2
Central European business review : CEBR
2
European journal of marketing
2
Harvard business review : HBR
2
International journal of electronic marketing and retailing : IJEMR
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of education for business
2
Journal of marketing management : MM
2
Journal of organizational behavior : OB ; the internat. journal of industrial, occupational and organizational psychology and behavior
2
Journal of retailing
2
Marketing : ZFP ; journal of research and management
2
Marketing letters : a journal of research in marketing
2
Quantitative marketing and economics : QME
2
Sport marketing quarterly : preferred journal of the Sport Marketing Association
2
The Oxford handbook of strategic sales and sales management
2
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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
Looking through the Glassdoor : he stories that B2B salespeople tell
Lam, Joey
;
Mulvey, Michael S.
;
Robson, Karen
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 478-488
Persistent link: https://www.econbiz.de/10013494064
Saved in:
3
Can customer loyalty to a salesperson be harmful? : examining customer perceptions of salesperson emotional labor strategies post ethical transgressions
Chaker, Nawar N.
;
Beeler, Lisa L.
;
Delpechitre, Duleep
- In:
Industrial marketing management : the international …
96
(
2021
),
pp. 238-253
Persistent link: https://www.econbiz.de/10013194581
Saved in:
4
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:
5
Salesperson influence tactics and the buying agent purchase decision : mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orient...
Hartmann, Nathaniel
;
Plouffe, Christopher R.
;
Kohsuwan, …
- In:
Industrial marketing management : the international …
87
(
2020
),
pp. 31-46
Persistent link: https://www.econbiz.de/10012285128
Saved in:
6
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:
7
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
Saved in:
8
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:
9
Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Guenzi, Paolo
;
Nijssen, E. J.
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 346-359
Persistent link: https://www.econbiz.de/10012322086
Saved in:
10
Why helping coworkers does not always make you poor : the contingent role of common and unique position within the sales team
Borgh, Michel van der
;
Jong, Ad de
;
Nijssen, E. J.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 23-40
Persistent link: https://www.econbiz.de/10012004134
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