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~person:"Baldauf, Artur"
~person:"Malshe, Avinash"
~subject:"Business-to-business marketing"
~subject:"United States"
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Business-to-business marketing
United States
Salespeople
13
Verkaufspersonal
13
Selling
7
USA
7
Verkauf
7
Marketing
5
Perception
5
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5
Sales promotion
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4
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Marketingmanagement
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B-to-B-Marketing
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Beziehungsmarketing
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Bibliometrics
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Bibliometrie
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Digitalisierung
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Relationship marketing
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Ressourcenorientierter Ansatz
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Sales-marketing interface
2
Adaptive selling
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Arbeitsverhalten
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Artificial intelligence
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Chief sales officers
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Cognition
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Complexity Leadership Theory
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Conceptual
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Credibility
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Customer-directed selling behaviors
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Customer-oriented selling
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Baldauf, Artur
Malshe, Avinash
Schmitz, Christian
9
Svensson, Göran
9
Ahearne, Michael
8
Johnson, Jeff S.
8
Rangarajan, Deva
8
Rodríguez, Rocío
8
Pullins, Ellen
7
Agnihotri, Raj
6
Lam, Son K.
6
Schwepker, Charles H. <Jr.>
6
Adamson, Brent
5
Dixon, Matthew
5
Friend, Scott B.
5
Hughes, Douglas E.
5
Høgevold, Nils M.
5
Itani, Omar S.
5
Mallin, Michael L.
5
Otero-Neira, Carmen
5
Sharma, Arun
5
Terho, Harri
5
Alavi, Sascha
4
Arndt, Aaron D.
4
Bush, Alan J.
4
Dingus, Rebecca
4
Evans, Kenneth R.
4
Flaherty, Karen E.
4
Habel, Johannes
4
Høgevold, Nils
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Lee, Nick
4
Martin, Jennifer S.
4
Moncrief, William C.
4
Panagopoulos, Nikolaos G.
4
Plouffe, Christopher R.
4
Rutherford, Brian N.
4
Sridhar, Shrihari
4
Toman, Nicholas
4
Wieseke, Jan
4
Badrinarayanan, Vishag
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Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of personal selling & sales management
1
Journal of strategic marketing
1
Journal of the Academy of Marketing Science
1
Strategic sales and strategic marketing
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
The journal of product innovation management : an international publication of the Product Development & Management Association
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1
Sales profession and professionals in the age of digitization and artificial intelligence technologies : concepts, priorities, and questions
Singh, Jagdip
;
Flaherty, Karen
;
Sohi, Ravipreet S.
; …
- In:
Journal of personal selling & sales management
39
(
2019
)
1
,
pp. 2-22
Persistent link: https://www.econbiz.de/10012200849
Saved in:
2
Understanding the sales-marketing interface dysfunction experience in business-to-business firms : a matter of perspective
Malshe, Avinash
;
Johnson, Jeff S.
;
Viio, Paul
- In:
Industrial marketing management : the international …
63
(
2017
),
pp. 145-157
Persistent link: https://www.econbiz.de/10011730144
Saved in:
3
The strategic role of the sales force : perceptions of senior sales executives
Cron, William L.
;
Baldauf, Artur
;
Leigh, Thomas W.
; …
- In:
Journal of the Academy of Marketing Science
42
(
2014
)
5
,
pp. 471-489
Persistent link: https://www.econbiz.de/10010417563
Saved in:
4
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, Paolo
;
Baldauf, Artur
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
Saved in:
5
The role of sales in NPD : an investigation of the U. S. health-care industry
Malshe, Avinash
;
Biemans, Wim
- In:
The journal of product innovation management : an …
31
(
2014
)
4
,
pp. 664-679
Persistent link: https://www.econbiz.de/10010375934
Saved in:
6
An exploration of key connections within sales-marketing interface
Malshe, Avinash
- In:
The journal of business & industrial marketing
26
(
2011
)
1
,
pp. 45-57
Persistent link: https://www.econbiz.de/10009007646
Saved in:
7
International selling and sales management : sales force research beyond geographic boundaries
Baldauf, Artur
;
Lee, Nick
- In:
The journal of personal selling & sales management : JPSSM
31
(
2011
)
3
,
pp. 211-217
Persistent link: https://www.econbiz.de/10009270857
Saved in:
8
Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface
Malshe, Avinash
- In:
Strategic sales and strategic marketing
,
(pp. 83-101)
.
2011
Persistent link: https://www.econbiz.de/10008798055
Saved in:
9
Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface
Malshe, Avinash
- In:
Journal of strategic marketing
17
(
2009
)
3/4
,
pp. 271-289
Persistent link: https://www.econbiz.de/10003887649
Saved in:
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