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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Consumer behaviour"
~subject:"Selling"
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Consumer behaviour
Selling
Verkauf
123
Salespeople
78
Verkaufspersonal
78
B-to-B-Marketing
59
Business-to-business marketing
59
Beziehungsmarketing
40
Lieferantenmanagement
40
Relationship marketing
40
Supplier relationship management
40
Sales
20
Sales performance
19
Marketing management
14
Marketingmanagement
14
Social Web
13
Social web
13
Erfolgsfaktor
12
Success factor
12
Customer value
11
Kundenwert
11
Sales management
11
Absatz
9
Betriebliche Wertschöpfung
9
Konsumentenverhalten
9
Marketing
9
Value creation
9
Value-based selling
9
Performance measurement
8
Performance-Messung
8
Internet marketing
7
Online-Marketing
7
Social media
7
Adaptive selling
6
Innovation
6
Physical distribution
6
Vertrieb
6
B2B
5
Business-to-business
5
Innovation management
5
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English
122
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Agnihotri, Raj
7
Terho, Harri
7
Plouffe, Christopher R.
6
Sharma, Arun
6
Johnson, Jeff S.
4
Keränen, Joona
4
Ulaga, Wolfgang
4
Bonney, Leff
3
Borgh, Michel van der
3
Bush, Alan J.
3
Cardinali, Silvio
3
Dingus, Rebecca
3
Friend, Scott B.
3
Geiger, Ingmar
3
Guenzi, Paolo
3
Haas, Alexander
3
Koponen, Jonna
3
Krush, Michael T.
3
Moncrief, William C.
3
Nowlin, Edward L.
3
Panagopoulos, Nikolaos G.
3
Parvinen, Petri
3
Rangarajan, Deva
3
Syam, Niladri
3
Totzek, Dirk
3
Chen, Annie Huiling
2
Curasi, Carolyn Folkman
2
Eggert, Andreas
2
Epler, Rhett T.
2
Flaherty, Karen E.
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Gilliam, David A.
2
Giovannetti, Marta
2
Grönroos, Christian
2
Gustafsson, Magnus
2
Hansen, John D.
2
Hochstein, Bryan
2
Hochstein, Bryan W.
2
Hu, Michael Y.
2
Itani, Omar S.
2
Julkunen, Saara
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
111
Journal of business research : JBR
57
Journal of personal selling & sales management : JPSSM
57
The journal of business & industrial marketing
43
Journal of the Academy of Marketing Science
32
SpringerLink / Bücher
32
Journal of marketing
28
Journal of Business & Industrial Marketing
27
Journal of marketing education : JME
24
The journal of real estate finance and economics
20
Journal of business-to-business marketing
18
European journal of marketing : EJM
15
European journal of operational research : EJOR
15
Journal of retailing and consumer services
15
European journal of marketing
14
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
14
Discussion paper / Centre for Economic Policy Research
13
Journal of strategic marketing
13
Management science : journal of the Institute for Operations Research and the Management Sciences
13
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
12
Harvard business review : HBR
12
Journal of retailing
11
NBER working paper series
11
Journal of business ethics : JOBE
10
Journal of marketing research : JMR
10
Working paper / National Bureau of Economic Research, Inc.
10
Business horizons
9
European Journal of Marketing
9
International journal of production economics
9
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
9
Sales management : a multinational perspective
9
The Oxford handbook of strategic sales and sales management
9
Vision : the journal of business perspective
9
Europäische Hochschulschriften / 5
8
Journal of Consumer Marketing
8
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
8
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
8
Springer eBook Collection
8
Asia Pacific journal of marketing and logistics
7
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ECONIS (ZBW)
122
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122
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1
Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna
;
Metsola, Jaakko
;
Salin, Lotta
; …
- In:
Industrial marketing management : the international …
119
(
2024
),
pp. 238-251
Persistent link: https://www.econbiz.de/10014555774
Saved in:
2
B2B service sales on a digital multi-sided platform : transformation from value chains to value networks
Heikinheimo, Minna
;
Hautamäki, Pia
;
Julkunen, Saara
; …
- In:
Industrial marketing management : the international …
116
(
2024
),
pp. 26-39
Persistent link: https://www.econbiz.de/10014456183
Saved in:
3
Industrial innovation management in the age of digital transformation : the risk of too strong selling capabilities
Endres, Herbert
;
Auburger, Julia
;
Helm, Roland
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 371-385
Persistent link: https://www.econbiz.de/10014531642
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
Drivers of salespeople engagement : a justice perspective
Rajabi, Reza
;
Brashear-Alejandro, Thomas
;
Hashemi, Hossein
- In:
Industrial marketing management : the international …
116
(
2024
),
pp. 51-65
Persistent link: https://www.econbiz.de/10014456179
Saved in:
6
Advancing value-based selling research in B2B markets : a theoretical toolbox and research agenda
Keränen, Joona
;
Totzek, Dirk
;
Salonen, Anna
;
Kienzler, …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 55-68
Persistent link: https://www.econbiz.de/10014368300
Saved in:
7
How salespeople adapt communication of customer value propositions in business markets
Bischoff, Pirmin
;
Hogreve, Jens
;
Elgeti, Laura
; …
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 226-242
Persistent link: https://www.econbiz.de/10014433432
Saved in:
8
Sharing of selling functions in distribution channels and distributor outcomes : the role of solution selling capabilities and uncertainty
Sa Vinhas, Alberto
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 271-285
Persistent link: https://www.econbiz.de/10014433435
Saved in:
9
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:
10
You've lost that learning feeling : drivers and drawbacks of channel partner disengagement with sales training
Satornino, Cinthia B.
;
Pelser, Jan
;
Wetzels, Martin
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 258-276
Persistent link: https://www.econbiz.de/10014433589
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