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~person:"Hochstein, Bryan"
~source:"econis"
~subject:"Supplier relationship management"
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Supplier relationship management
Salespeople
7
Selling
7
Verkauf
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Sales
3
B-to-B-Marketing
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Beschaffung
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Behavioral economics
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Buyer information sourcing
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Buyer-seller relationship
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Consultancy services
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Customer success management
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Customer value
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Decision
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Early-stage decision making
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Incumbent salespeople
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Informed consumer
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Internal selling
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Job demands-resources theory
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Hochstein, Bryan
Svensson, Göran
11
Høgevold, Nils M.
6
Rodríguez, Rocío
6
Agnihotri, Raj
5
Pullins, Ellen
5
Bush, Alan J.
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Corsaro, Daniela
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Høgevold, Nils
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Koponen, Jonna
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Maggioni, Isabella
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Otero-Neira, Carmen
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Parvinen, Petri
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Rangarajan, Deva
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Johnson, Jeff S.
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Julkunen, Saara
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Keränen, Joona
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Paesbrugghe, Bert
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Roberts-Lombard, Mornay
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Sharma, Arun
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Terho, Harri
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Ulaga, Wolfgang
3
Viio, Paul
3
Cao, Qingning
2
Chen, Ying-Ju
2
DeCarlo, Thomas E.
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Ferro-Soto, Carlos
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Flaherty, Karen E.
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Friend, Scott B.
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Geiger, Ingmar
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Gilliam, David A.
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Grewal, Rajdeep
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Grönroos, Christian
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Hansen, John D.
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Hautamäki, Pia
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Heinrich, Stephan
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Hughes, Douglas E.
2
Jäger, Uwe
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Kaski, Timo
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Kock, Heidi
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Journal of personal selling & sales management : JPSSM
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
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Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
2
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
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