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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~person:"Jaakkola, Elina"
~person:"Plouffe, Christopher R."
~type_genre:"Article in journal"
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Salespeople
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Jaakkola, Elina
Plouffe, Christopher R.
Lindgreen, Adam
53
Di Benedetto, C. Anthony
46
Naudé, Peter
42
Henneberg, Stephan
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of service management
9
Journal of business research : JBR
4
The journal of personal selling & sales management : JPSSM
4
Journal of the Academy of Marketing Science
3
AMS review : official publication of the Academy of Marketing Science
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ECONIS (ZBW)
22
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1
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
B2B customer journeys : conceptualization and an integrative framework
Purmonen, Arttu
;
Jaakkola, Elina
;
Terho, Harri
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 74-87
Persistent link: https://www.econbiz.de/10014433603
Saved in:
5
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:
6
Digital content marketing in business markets : activities, consequences, and contingencies along the customer journey
Terho, Harri
;
Mero, Joel
;
Siutla, Lotta
;
Jaakkola, Elina
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 294-310
Persistent link: https://www.econbiz.de/10013494024
Saved in:
7
Editorial: introducing interdisciplinary research in Industrial Marketing Management
Markovic, Stefan
;
Jaakkola, Elina
;
Lindgreen, Adam
;
Di …
- In:
Industrial marketing management : the international …
93
(
2021
),
pp. A1-A3
Persistent link: https://www.econbiz.de/10012501889
Saved in:
8
Engagement-driven institutionalization in market shaping : synchronizing and stabilizing collective engagement
Kleinaltenkamp, Michael
;
Conduit, Jodie
;
Plewa, Carolin
; …
- In:
Industrial marketing management : the international …
99
(
2021
),
pp. 69-78
Persistent link: https://www.econbiz.de/10013206389
Saved in:
9
How to develop great conceptual frameworks for business-to-business marketing : editorial
Lindgreen, Adam
;
Di Benedetto, C. Anthony
;
Brodie, …
- In:
Industrial marketing management : the international …
94
(
2021
),
pp. A2-A10
Persistent link: https://www.econbiz.de/10012513181
Saved in:
10
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
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