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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~person:"Plouffe, Christopher R."
~person:"Storbacka, Kaj"
~type_genre:"Article in journal"
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Salespeople
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Plouffe, Christopher R.
Storbacka, Kaj
Lindgreen, Adam
53
Di Benedetto, C. Anthony
46
Naudé, Peter
42
Henneberg, Stephan
40
Ivens, Björn Sven
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Pardo, Catherine
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of the Academy of Marketing Science
5
The journal of personal selling & sales management : JPSSM
5
European journal of marketing : EJM
4
Marketing theory
4
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ECONIS (ZBW)
27
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1
A configurational approach to understanding relationship characteristics in differing levels of servitization
Kramer, Victoria
;
Krafft, Manfred
;
Storbacka, Kaj
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 42-65
Persistent link: https://www.econbiz.de/10014531452
Saved in:
2
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:
3
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:
4
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:
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
Editorial: taking stock of shaping strategies : from firms driving markets for business performance to diverse actors shaping systems for sustainability
Storbacka, Kaj
;
Nenonen, Survi
;
Peters, Linda D.
; …
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. A1-A10
Persistent link: https://www.econbiz.de/10014230226
Saved in:
7
Adoption of digital sales force automation tools in supply chain : customers' acceptance of sales configurators
Mahlamäki, Tommi
;
Storbacka, Kaj
;
Pylkkönen, Samuli
; …
- In:
Industrial marketing management : the international …
91
(
2020
),
pp. 162-173
Persistent link: https://www.econbiz.de/10012422206
Saved in:
8
Don't adapt, shape! : use the crisis to shape your minimum viable system : and the wider market
Nenonen, Suvi
;
Storbacka, Kaj
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 265-271
Persistent link: https://www.econbiz.de/10012285364
Saved in:
9
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:
10
Networks, ecosystems, fields, market systems? : making sense of the business environment
Möller, K. E. Kristian
;
Nenonen, Suvi
;
Storbacka, Kaj
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 380-399
Persistent link: https://www.econbiz.de/10012322102
Saved in:
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