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subject:"Theorie"
~person:"Friend, Scott B."
~subject:"B-to-B-Marketing"
~subject:"E-commerce"
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Verkauf
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Friend, Scott B.
Svensson, Göran
13
Terho, Harri
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Johnson, Jeff S.
8
Agnihotri, Raj
7
Homburg, Christian
7
Høgevold, Nils M.
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Rangarajan, Deva
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Industrial marketing management : the international journal for industrial and high-tech firms
2
The journal of personal selling & sales management : JPSSM
2
Journal of business research : JBR
1
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ECONIS (ZBW)
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1
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
2
Propensity to trust salespeople : a contingent multilevel-multisource examination
Friend, Scott B.
;
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Journal of business research : JBR
83
(
2018
),
pp. 1-9
Persistent link: https://www.econbiz.de/10011775837
Saved in:
3
Familiarity breeds contempt : perceived service and sales complacency in business-to-business relationships
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 42-60
Persistent link: https://www.econbiz.de/10011690133
Saved in:
4
Mixed interpretations of sales proposal signals
Johnson, Jeff S.
;
Friend, Scott B.
;
Malshe, Avinash
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
3
,
pp. 264-280
Persistent link: https://www.econbiz.de/10011565546
Saved in:
5
Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.
;
Curasi, Carolyn Folkman
;
Boles, James S.
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
Saved in:
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