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subject:"Strategic management"
~person:"Flaherty, Karen E."
~person:"Geiger, Ingmar"
~subject:"Supplier relationship management"
~type:"article"
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Strategic management
Supplier relationship management
Selling
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Flaherty, Karen E.
Geiger, Ingmar
Svensson, Göran
11
Høgevold, Nils M.
6
Lane, Nikala
6
Rodríguez, Rocío
6
Agnihotri, Raj
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Keränen, Joona
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Lee, You-Cheong
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Industrial marketing management : the international journal for industrial and high-tech firms
4
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ECONIS (ZBW)
4
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Multiple parties behind and across the table : a role-play simulation of parallel, competitive order negotiations for training B2B sales professionals
Geiger, Ingmar
;
Bischoff, Lena
;
Vogler, Thilo
- In:
Industrial marketing management : the international …
103
(
2022
),
pp. 170-182
Persistent link: https://www.econbiz.de/10013255672
Saved in:
2
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
Saved in:
3
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
Saved in:
4
Storytelling by the sales force and its effect on buyer-seller exchange
Gilliam, David A.
;
Flaherty, Karen E.
- In:
Industrial marketing management : the international …
46
(
2015
),
pp. 132-142
Persistent link: https://www.econbiz.de/10011286969
Saved in:
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