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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~language:"ron"
~person:"Plouffe, Christopher R."
~type_genre:"Article in journal"
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Plouffe, Christopher R.
Lindgreen, Adam
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Di Benedetto, C. Anthony
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Naudé, Peter
42
Henneberg, Stephan
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Pardo, Catherine
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
4
Journal of the Academy of Marketing Science
2
Journal of marketing
1
Journal of marketing theory and practice : JMTP
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Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan
;
Schroeder, Curtis S.
;
Hochstein, Bryan W.
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
2
Unpacking the salesperson's ambidextrous internal network (AIN) : the influence of bridging and bonding social capital on performance growth trajectories
Silva, Juliano Domingues da
;
Plouffe, Christopher R.
; …
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 418-439
Persistent link: https://www.econbiz.de/10014531399
Saved in:
3
Addressing concerns with salesperson competitive psychological climate, sales performance, and turnover intention : the role of threat and learning orientation
Zahn, William J.
;
Peng, Yi
;
Mathis, David
;
Hochstein, …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 143-155
Persistent link: https://www.econbiz.de/10014454867
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
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:
6
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:
7
"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff
;
Plouffe, Christopher R.
;
Wolter, Jeremy
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
Saved in:
8
Exploratory navigation and salesperson performance : investigating selected antecedents and boundary conditions in high-technology and financial services contexts
Plouffe, Christopher R.
;
Sridharan, Srinivas
;
Barclay, …
- In:
Industrial marketing management : the international …
39
(
2010
)
4
,
pp. 538-550
Persistent link: https://www.econbiz.de/10003983982
Saved in:
9
SOCO's impact on individual sales performance : the integration of selling skills as a missing link
Wachner, Trent
;
Plouffe, Christopher R.
;
Grégoire, Yany
- In:
Industrial marketing management : the international …
38
(
2009
)
1
,
pp. 32-44
Persistent link: https://www.econbiz.de/10003810414
Saved in:
10
Assessing the evolution of sales knowledge: a 20-year content analysis
Williams, Brian C.
;
Plouffe, Christopher R.
- In:
Industrial marketing management : the international …
36
(
2007
)
4
,
pp. 408-419
Persistent link: https://www.econbiz.de/10003469129
Saved in:
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