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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~person:"Gebauer, Heiko"
~person:"Plouffe, Christopher R."
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Search: ("Coronakrise" OR "Digitalisierung" OR "Unternehmen") AND NOT isPartOf:Wirtschaftsdienst
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of service management
4
Industrie-Management : Zeitschrift für industrielle Geschäftsprozesse
3
Business strategy series
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European management journal
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Erfolgreich mit After Sales Services : Geschäftsstrategien für Servicemanagement und Ersatzteillogistik
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IO new management : Zeitschrift für Unternehmenswissenschaften und Führungspraxis
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Industriestandort Schweiz : Gegenwart und Zukunft der Schweizer Industrie
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International journal of services technology and management
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Journal of business-to-business marketing
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Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
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MIS quarterly executive
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Management von Service Innovationen in Business-to-Business Märkten : Erfahrungen, Konzepte und Handlungsperspektiven
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Managing service quality : MSQ ; an international journal
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ECONIS (ZBW)
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1
Digital servitization : crossing the perspectives of digitization and servitization
Gebauer, Heiko
;
Paiola, Marco
;
Saccani, Nicola
; …
- In:
Industrial marketing management : the international …
93
(
2021
),
pp. 382-388
Persistent link: https://www.econbiz.de/10012501923
Saved in:
2
How to convert digital offerings into revenue enhancement : conceptualizing business model dynamics through explorative case studies
Gebauer, Heiko
;
Arzt, Alexander
;
Kohtamäki, Marko
; …
- In:
Industrial marketing management : the international …
91
(
2020
),
pp. 429-441
Persistent link: https://www.econbiz.de/10012422297
Saved in:
3
Internet of things technologies, digital servitization and business model innovation in BtoB manufacturing firms
Paiola, Marco
;
Gebauer, Heiko
- In:
Industrial marketing management : the international …
89
(
2020
),
pp. 245-264
Persistent link: https://www.econbiz.de/10012290050
Saved in:
4
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:
5
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:
6
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:
7
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:
8
Firm boundaries in servitization: Interplay and repositioning practices
Huikkola, Tuomas
;
Rabetino, Rodrigo
;
Kohtamäki, Marko
; …
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 90-105
Persistent link: https://www.econbiz.de/10012321916
Saved in:
9
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:
10
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
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