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~isPartOf:"Journal of marketing"
~isPartOf:"Marketing intelligence & planning"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~subject:"Agency theory"
~subject:"Kundenwert"
~subject:"Verkaufspersonal"
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Agency theory
Kundenwert
Verkaufspersonal
B-to-B-Marketing
67
Business-to-business marketing
67
Lieferantenmanagement
28
Supplier relationship management
28
Beziehungsmarketing
22
Relationship marketing
22
Salespeople
22
Selling
13
Verkauf
13
Marketing management
9
Marketingmanagement
9
business-to-business marketing
9
Customer value
8
Dienstleistungsqualität
6
Market segmentation
6
Marktsegmentierung
6
Service quality
6
Confidence
5
Consumer behaviour
5
Erfolgsfaktor
5
Konsumentenverhalten
5
Portfolio selection
5
Portfolio-Management
5
Success factor
5
USA
5
United States
5
Vertrauen
5
sales management
5
E-commerce
4
Electronic Commerce
4
Social Web
4
Social web
4
Dynamic capabilities
3
Dynamische Kompetenzen
3
Innovation diffusion
3
Innovationsdiffusion
3
Internet marketing
3
Online-Marketing
3
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31
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31
Case study
1
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1
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1
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English
31
Author
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Bolton, Ruth N.
4
Hutt, Michael D.
4
Tarasi, Crina O.
4
Walker, Beth A.
4
Hughes, Douglas E.
3
Billett, Matthew T.
2
Homburg, Christian
2
Lam, Son K.
2
Lilien, Gary L.
2
Panagopoulos, Nikolaos G.
2
Schmitz, Christian
2
Selnes, Fred
2
Agnihotri, Raj
1
Ahearne, Michael
1
Alavi, Sascha
1
Amin, Mohammad Sakif
1
Anderson, Erin
1
Ashill, Nicholas Jeremy
1
Bachrach, Daniel G.
1
Berthon, Pierre R.
1
Blocker, Christopher P.
1
Bolander, Willy
1
Borg, Susanne Wiatr
1
Borgh, Michel van der
1
Brown, Gene
1
Cannon, Joseph P.
1
Chakrabarty, Subhra
1
Coughlan, Anne T.
1
Crecelius, Andrew T.
1
Crittenden, Victoria Lynn
1
DeCarlo, Thomas E.
1
Ewing, Michael
1
Ferris, Gerald R.
1
Frieß, Maximilian
1
Grewal, Rajdeep
1
Habel, Johannes
1
Hahn, Alexander
1
Halvorson, Wade
1
Hansen, John D.
1
Hohenberg, Sebastian
1
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Published in...
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Journal of marketing
Marketing intelligence & planning
The journal of personal selling & sales management : JPSSM
Industrial marketing management : the international journal for industrial and high-tech firms
86
The journal of business & industrial marketing
38
Journal of business research : JBR
21
Journal of business-to-business marketing
21
Handbook of business-to-business marketing
8
Journal of the Academy of Marketing Science
8
Journal of personal selling & sales management
7
Marketing theory
5
Beiträge zum Controlling
4
Innovation in pricing : contemporary theories and best practices
4
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
4
SpringerLink / Bücher
4
Creating and managing superior customer value
3
Harvard business review : HBR
3
Harvard-Business-Manager : das Wissen der Besten
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
3
Advances in business strategy and competitive advantage (ABSCA) book series
2
Applied Marketing Science / Angewandte Marketingforschung
2
Asia Pacific journal of marketing and logistics
2
Beiträge zur empirischen Marketing- und Vertriebsforschung
2
Business Guides on the Go
2
Business horizons
2
Effektives Customer Relationship Management : Instrumente - Einführungskonzepte - Organisation
2
European business review
2
European journal of marketing
2
European research on management and business economics
2
Gabler Edition Wissenschaft / Business-to-Business-Marketing
2
International business and economics research journal
2
International journal of logistics : research and applications
2
International journal of procurement management
2
International journal of services and operations management
2
Journal of customer behaviour
2
Journal of marketing theory and practice : JMTP
2
Journal of relationship marketing : innovations and enhancements for customer service, relations, and satisfaction
2
Journal of retailing and consumer services
2
Journal of service research
2
Kontrakte, Geschäftsbeziehungen, Netzwerke - Marketing und neue Institutionenökonomik
2
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ECONIS (ZBW)
31
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1
Organisational and environmental indicators of B2B sales performance
Høgevold, Nils M.
;
Rodríguez, Rocío
;
Svensson, Gøran
; …
- In:
Marketing intelligence & planning
40
(
2022
)
1
,
pp. 33-56
Persistent link: https://www.econbiz.de/10013172882
Saved in:
2
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
3
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
4
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
5
On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Richards, Keith A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
Saved in:
6
Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
81
(
2017
)
2
,
pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
Saved in:
7
Drivers of contract renewal in international B2B services : a firm-level analysis
Williams, Paul Jeremy
;
Khan, M. Sajid
;
Semaan, Rania
; …
- In:
Marketing intelligence & planning
35
(
2017
)
3
,
pp. 358-376
Persistent link: https://www.econbiz.de/10011706982
Saved in:
8
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
9
Salesperson solution involvement and sales performance : the contingent role of supplier firm and customer-supplier relationship characteristics
Panagopoulos, Nikolaos G.
;
Rapp, Adam A.
;
Ogilvie, …
- In:
Journal of marketing
81
(
2017
)
4
,
pp. 144-164
Persistent link: https://www.econbiz.de/10011734912
Saved in:
10
A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.
;
Lund, Donald J.
;
DeCarlo, Thomas E.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
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