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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Salespeople"
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Salespeople
Lieferantenmanagement
828
Supplier relationship management
828
Business-to-business marketing
518
B-to-B-Marketing
516
Beziehungsmarketing
406
Relationship marketing
406
Innovation
296
Innovation management
276
Innovationsmanagement
276
Business network
271
Unternehmensnetzwerk
271
Marketing management
249
Marketingmanagement
249
Lieferkette
200
Supply chain
200
Firm performance
167
Unternehmenserfolg
165
Inter-firm cooperation
139
Unternehmenskooperation
139
Strategic management
132
Strategisches Management
132
Verkaufspersonal
124
Verkauf
123
Selling
122
New product development
118
Produktentwicklung
118
Brand management
107
Markenführung
107
Consumer behaviour
105
Konsumentenverhalten
105
Resource-based view
103
Ressourcenorientierter Ansatz
103
Knowledge management
100
USA
100
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100
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100
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97
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97
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96
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124
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Agnihotri, Raj
7
Plouffe, Christopher R.
7
Lussier, Bruno
5
Panagopoulos, Nikolaos G.
5
Terho, Harri
5
Bonney, Leff
4
Chaker, Nawar N.
4
Hartmann, Nathaniel N.
4
Johnson, Jeff S.
4
Nowlin, Edward L.
4
Rangarajan, Deva
4
Sharma, Arun
4
Ulaga, Wolfgang
4
Bande, Belén
3
Beeler, Lisa L.
3
Bush, Alan J.
3
Dingus, Rebecca
3
Fernández-Ferrín, Pilar
3
Flaherty, Karen E.
3
Friend, Scott B.
3
Guenzi, Paolo
3
Hochstein, Bryan
3
Hochstein, Bryan W.
3
Itani, Omar S.
3
Krush, Michael T.
3
Moncrief, William C.
3
Syam, Niladri
3
Anaza, Nwamaka A.
2
Cardinali, Silvio
2
Chen, Annie Huiling
2
Curasi, Carolyn Folkman
2
Eggert, Andreas
2
Epler, Rhett T.
2
Gilliam, David A.
2
Grégoire, Yany
2
Haas, Alexander
2
Hu, Michael Y.
2
Jaramillo, Fernando
2
Kimura, Takuma
2
Koponen, Jonna
2
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
108
Journal of business research : JBR
90
The journal of business & industrial marketing
62
Journal of personal selling & sales management : JPSSM
61
Journal of the Academy of Marketing Science
49
Journal of retailing and consumer services
29
Journal of marketing
27
Journal of business-to-business marketing
26
The service industries journal
19
Journal of marketing education : JME
18
SpringerLink / Bücher
18
Journal of business ethics : JOBE
17
Journal of retailing
17
European journal of marketing
14
European journal of marketing : EJM
13
Journal of service research
12
Journal of service research : JSR
11
The Oxford handbook of strategic sales and sales management
11
International journal of retail & distribution management
9
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
9
Journal of marketing research : JMR
9
Journal of strategic marketing
9
Marketing intelligence & planning
9
Marketing letters : a journal of research in marketing
9
Asia Pacific journal of marketing and logistics
8
International journal of hospitality management
8
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
8
Journal of marketing channels : ... distribution systems, strategy, and management
7
Journal of marketing theory and practice
7
Management science : journal of the Institute for Operations Research and the Management Sciences
7
Vision : the journal of business perspective
7
Business horizons
6
Journal of financial services marketing : JFSM
6
Journal of managerial issues : JMI
6
Journal of marketing theory and practice : JMTP
6
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
6
Springer eBook Collection / Business and Economics
6
The journal of services marketing
6
The marketing review
6
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ECONIS (ZBW)
124
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61
Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.
;
Curasi, Carolyn Folkman
;
Boles, James S.
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
Saved in:
62
Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie
;
La Rocca, Antonella
- In:
Industrial marketing management : the international …
46
(
2015
),
pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
Saved in:
63
When to outsource the sales force for new products
Good, Valerie
;
Calantone, Roger J.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 106-116
Persistent link: https://www.econbiz.de/10012128002
Saved in:
64
Toward a framework for mixed-gender selling teams and the impact of increased female presence on team performance : thought development and propositions
Shoreibah, Ream A.
;
Marshall, Greg W.
;
Gassenheimer, Jule B.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 4-12
Persistent link: https://www.econbiz.de/10012004132
Saved in:
65
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:
66
Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling : examining the role of learning orientation as an enabler
Itani, Omar S.
;
Agnihotri, Raj
;
Dingus, Rebecca
- In:
Industrial marketing management : the international …
66
(
2017
),
pp. 64-79
Persistent link: https://www.econbiz.de/10011775972
Saved in:
67
The effects of sales supervisor relationships on work meaning : the case of Canadian and Chinese salespersons
Fock, Henry
;
Yim, Frederick
;
Rodriguez, Michael
- In:
Industrial marketing management : the international …
39
(
2010
)
7
,
pp. 1069-1077
Persistent link: https://www.econbiz.de/10008668710
Saved in:
68
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
Hunter, Gary K.
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
50
(
2015
),
pp. 162-179
Persistent link: https://www.econbiz.de/10011411723
Saved in:
69
Reflections on "social media : influencing customer satisfaction in B2B sales" and a research agenda
Nunan, Daniel
;
Sibai, Olivier
;
Schivinski, Bruno
; …
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 31-36
Persistent link: https://www.econbiz.de/10011963365
Saved in:
70
Social media technology use and salesperson performance : a two study examination of the role of salesperson behaviors, characteristics, and training
Ogilvie, Jessica
;
Agnihotri, Raj
;
Rapp, Adam
;
Trainor, Kevin
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 55-65
Persistent link: https://www.econbiz.de/10011963372
Saved in:
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