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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"Journal of business strategy"
~subject:"Absatz"
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Absatz
Lieferantenmanagement
825
Supplier relationship management
825
Business-to-business marketing
603
B-to-B-Marketing
601
Innovation
425
Beziehungsmarketing
417
Relationship marketing
417
Business network
406
Unternehmensnetzwerk
405
Innovation management
322
Innovationsmanagement
322
Strategic management
265
Strategisches Management
265
Marketing management
264
Marketingmanagement
264
Firm performance
231
Unternehmenserfolg
229
Lieferkette
206
Supply chain
206
Inter-firm cooperation
194
Unternehmenskooperation
194
USA
185
United States
170
Value creation
158
Betriebliche Wertschöpfung
156
New product development
153
Produktentwicklung
153
Salespeople
153
Verkaufspersonal
153
Resource-based view
132
Ressourcenorientierter Ansatz
131
Consumer behaviour
129
Konsumentenverhalten
129
Brand management
128
Markenführung
128
Knowledge transfer
124
Verkauf
124
Wissenstransfer
124
Selling
123
Confidence
119
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18
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1
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Article in journal
11
Aufsatz in Zeitschrift
11
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English
15
Undetermined
4
Author
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Andreev, Pavel
1
Baker, Thomas L.
1
Barry, Thomas E.
1
Bellenger, Danny N.
1
Benyoucef, Morad
1
Boles, James S.
1
Borgh, Michel van der
1
Canning, Gordon
1
Chen, Chuanming
1
Claro, Danny Pimentel
1
Curasi, Carolyn Folkman
1
Dubinsky, Alan J.
1
Finkin, Eugene F.
1
Friend, Scott B.
1
Groza, Mark D.
1
Grönroos, Christian
1
Guenther, Miriam
1
Guenther, Peter
1
Guenzi, Paolo
1
Henneberg, Stephan
1
Hochstein, Bryan
1
Hunter, Gary K.
1
Jagpal, Harsharanjeet S.
1
LaGarce, Raymond
1
Liu, Dong
1
Mokwa, Michael P.
1
Najafi-Tavani, Zhaleh
1
Naudé, Peter
1
Nijssen, E. J.
1
Ohiomah, Alhassan
1
Panagopoulos, Nikolaos G.
1
Parvinen, Petri
1
Pimentel, Michael A.
1
Plouffe, Christopher R.
1
Prell, Arthur E.
1
Rajabi, Reza
1
Rollins, Minna
1
Sudit, Ephraim F.
1
Vieira, Valter Afonso
1
Virtanen, Tatu
1
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of business strategy
Management science : journal of the Institute for Operations Research and the Management Sciences
20
Advances in business and management forecasting
19
IO-Management-Zeitschrift
16
IO : Management-Zeitschrift industrielle Organisation
15
Marketing : ZFP ; journal of research and management
15
California management review
12
Der Betriebswirt : Management in Wissenschaft und Praxis
12
SpringerLink / Bücher
12
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
10
Business horizons
9
Management-Zeitschrift : IO
9
Marketing management and the Indian economy
9
Journal of marketing
8
NBER Working Paper
8
NBER working paper series
8
Industrielle Organisation : Zeitschrift für Betriebswissenschaft, Management, Produktionstechnik und Organisation
7
Journal of business research : JBR
7
Readings in global marketing management
7
Strategisches Marketing und Management : Konzeptionen in Theorie und Praxis ; Prof. Dr. Jan S. Krulis-Randa zum 60. Geburtstag gewidmet
7
Arbeitspapier / Institut für Marketing, Universität Mannheim
6
Europäische Hochschulschriften / 5
6
International journal of forecasting
6
Management international review : mir ; journal of international business
6
Strategic management journal
6
The journal of personal selling & sales management : JPSSM
6
Working paper / National Bureau of Economic Research, Inc.
6
International journal of production economics
5
Journal of marketing education : JME
5
Journal of personal selling & sales management
5
Journal of small business management : JSBM ; a joint publ. 4 times a year of the International Council for Small Business and the West Virginia University Bureau of Business Research
5
Marketing im Wandel : Anforderungen an das Marketing-Management der 80er Jahre ; Dokumentation der Vorträge und Diskussionen des Marketing-Symposiums "Marketing in den 80er Jahren" am 20. Oktober 1979 anläßlich des zehnjährigen Bestehens des Instituts für Marketing der Westfälischen Wilhelms-Universität, Münster
5
McGraw-Hill series in marketing
5
Production and operations management : the flagship research journal of the Production and Operations Management Society
5
The journal of business & industrial marketing
5
Arbeitspapier / Wissenschaftliche Gesellschaft für Marketing und Unternehmensführung
4
ERIM report series research in management
4
Management decision : MD
4
Managerial and decision economics : MDE ; the international journal of research and progress in management economics
4
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ECONIS (ZBW)
19
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1
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1
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:
2
A survey of sales
management
practices
Dubinsky, Alan J.
;
Barry, Thomas E.
- In:
Industrial marketing management : the international …
11
(
1982
)
2
,
pp. 133-141
Persistent link: https://www.econbiz.de/10002095452
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
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:
5
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:
6
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:
7
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:
8
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
Saved in:
9
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:
10
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:
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