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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Verkaufspersonal"
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Verkaufspersonal
Lieferantenmanagement
820
Supplier relationship management
820
Business-to-business marketing
509
B-to-B-Marketing
507
Beziehungsmarketing
398
Relationship marketing
398
Innovation
293
Innovation management
275
Innovationsmanagement
275
Business network
270
Unternehmensnetzwerk
270
Marketing management
243
Marketingmanagement
243
Lieferkette
200
Supply chain
200
Firm performance
164
Unternehmenserfolg
162
Inter-firm cooperation
139
Unternehmenskooperation
139
Strategic management
131
Strategisches Management
131
Salespeople
123
Verkauf
122
Selling
121
New product development
117
Produktentwicklung
117
Brand management
106
Markenführung
106
Consumer behaviour
102
Konsumentenverhalten
102
Resource-based view
101
Ressourcenorientierter Ansatz
101
Knowledge management
100
USA
100
United States
100
Wissensmanagement
100
Knowledge transfer
97
Wissenstransfer
97
Value creation
95
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English
123
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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
La Rocca, Antonella
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
87
The journal of business & industrial marketing
62
Journal of personal selling & sales management
60
Journal of the Academy of Marketing Science
44
Journal of retailing and consumer services
28
Journal of marketing
27
Journal of business-to-business marketing
24
Journal of marketing education : JME
18
SpringerLink / Bücher
18
The service industries journal
18
Journal of business ethics : JOBE
17
Journal of retailing
17
European journal of marketing : EJM
13
Journal of service research
11
Journal of service research : JSR
11
The Oxford handbook of strategic sales and sales management
11
European journal of marketing
10
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
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
Journal of strategic marketing
8
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
7
Journal of marketing channels : ... distribution systems, strategy, and management
7
Journal of marketing theory and practice
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
Management science : journal of the Institute for Operations Research and the Management Sciences
6
Springer eBook Collection / Business and Economics
6
The journal of services marketing
6
The marketing review
6
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ECONIS (ZBW)
123
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21
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30
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123
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21
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
22
Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance
Chaker, Nawar N.
;
Nowlin, Edward L.
;
Pivonka, Maxwell T.
; …
- In:
Industrial marketing management : the international …
100
(
2022
),
pp. 127-144
Persistent link: https://www.econbiz.de/10013206400
Saved in:
23
How to leverage relational gatekeepers to improve sales performance : moderating effects of gatekeeper-salesperson Guanxi and gatekeeper-buyer Guanxi
Ma, Bei
;
Zhang, Jing
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 108-119
Persistent link: https://www.econbiz.de/10014230260
Saved in:
24
Satisfactory listening : the differential role of salesperson communication in (co)creating value for B2B buyers
Hossain, Mehdi Tanzeeb
;
Gilbert, Jonathan Ross
- In:
Industrial marketing management : the international …
98
(
2021
),
pp. 222-240
Persistent link: https://www.econbiz.de/10013206350
Saved in:
25
Exploring the dark side of managerial upselling emphasis : exploratory and exploitative learning's moderating roles in salesperson emotional exhaustion and performance
Yeniaras, Volkan
;
Gölgeci, Ismail
;
Kaya, Ilker
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 238-252
Persistent link: https://www.econbiz.de/10014530424
Saved in:
26
Key account buying team members' emotional responses awarding multi-million dollar sales contracts
Curasi, Carolyn Folkman
;
Boles, James Sanders
; …
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 193-205
Persistent link: https://www.econbiz.de/10011963489
Saved in:
27
Empathy and EGO-drive in the B2B salesforce : Impacts on job satisfaction
Treen, Emily
;
Yu, Yunzhijun
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 270-278
Persistent link: https://www.econbiz.de/10014226512
Saved in:
28
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
29
Looking through the Glassdoor : he stories that B2B salespeople tell
Lam, Joey
;
Mulvey, Michael S.
;
Robson, Karen
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 478-488
Persistent link: https://www.econbiz.de/10013494064
Saved in:
30
Customer involvement in new product development in B2B : the role of sales
La Rocca, Antonella
;
Moscatelli, Paolo
;
Perna, Andrea
; …
- In:
Industrial marketing management : the international …
58
(
2016
),
pp. 45-57
Persistent link: https://www.econbiz.de/10011549366
Saved in:
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