//--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
isPartOf:"The journal of personal selling & sales management : JPSSM"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: subject_exact:"B-to-B-Marke"
Narrow search
Delete all filters
| 1 applied filter
Year of publication
From:
To:
Subject
All
B-to-B-Marketing
19
Business-to-business marketing
19
Salespeople
11
Verkaufspersonal
11
Beziehungsmarketing
8
Lieferantenmanagement
8
Relationship marketing
8
Supplier relationship management
8
Selling
6
Verkauf
6
Confidence
3
Physical distribution
3
USA
3
United States
3
Vertrauen
3
Vertrieb
3
Arbeitsverhalten
2
Consumer behaviour
2
Dienstleistungsqualität
2
Innovation diffusion
2
Innovationsdiffusion
2
Konsumentenverhalten
2
Marketing management
2
Marketingmanagement
2
Service quality
2
Social Web
2
Social web
2
Work behaviour
2
relationship marketing
2
sales management
2
trust
2
Arbeitsbedingungen
1
Arbeitsleistung
1
Außendienst
1
Beschwerdemanagement
1
Betriebliches Bildungsmanagement
1
Bibliometrics
1
Bibliometrie
1
Brasilien
1
Brazil
1
more ...
less ...
Online availability
All
Undetermined
6
Type of publication
All
Article
19
Type of publication (narrower categories)
All
Article in journal
19
Aufsatz in Zeitschrift
19
Language
All
English
19
Author
All
Brown, Gene
2
Chakrabarty, Subhra
2
Ingram, Thomas N.
2
Lassk, Felicia G.
2
Rapp, Adam
2
Widing, Robert E.
2
Agnihotri, Raj
1
Ahearne, Michael
1
Amin, Mohammad Sakif
1
Anderson, Erin
1
Bachrach, Daniel G.
1
Barry, James M.
1
Berthon, Pierre R.
1
Blocker, Christopher P.
1
Borg, Susanne Wiatr
1
Cannon, Joseph P.
1
Crittenden, Victoria Lynn
1
DeCarlo, Thomas E.
1
Doney, Patricia M.
1
Ewing, Michael
1
Friend, Scott B.
1
Ganesan, Shankar
1
Gonzalez, Gabriel R.
1
Graça, Sandra S.
1
Halvorson, Wade
1
Hansen, John D.
1
Hoffman, K. Douglas
1
Hughes, Douglas E.
1
Jiang, Yang
1
Johnson, Jeff S.
1
Johnston, Wesley J.
1
Kashyp, Rajiv
1
Kothandaraman, Prabakar
1
Kraus, Florian
1
Krishnan, Vijaykumar
1
LaForge, Raymond W.
1
Lund, Donald J.
1
Mariadoss, Babu John
1
Marshall, Greg W.
1
Mascio, Rita Di
1
more ...
less ...
Published in...
All
The journal of personal selling & sales management : JPSSM
Industrial marketing management : the international journal for industrial and high-tech firms
609
The journal of business & industrial marketing
235
Journal of business-to-business marketing
126
Journal of business research : JBR
100
SpringerLink / Bücher
66
Handbook of business-to-business marketing
35
Journal of marketing
33
Springer eBook Collection
28
B-to-B-Markenführung : Grundlagen, Konzepte, Best Practice
27
Research
23
Journal of the Academy of Marketing Science
22
Gabler Edition Wissenschaft
18
Harvard-Business-Manager : das Wissen der Besten
18
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
18
Business-to-Business-Kommunikation : neue Entwicklungen im B-to-B-Marketing
17
Marketing intelligence & planning
16
Harvard business review : HBR
15
Innovation in pricing : contemporary theories and best practices
15
Investitionsgüter- und High-Tech-Marketing (ITM) : erprobte Instrumentarien, Erfolgsbeispiele, Problemlösungen
15
European journal of marketing : EJM
14
Springer eBook Collection / Business and Economics
14
Europäische Hochschulschriften / 5
13
Journal of customer behaviour
13
Journal of personal selling & sales management : JPSSM
13
Innovationen für das Industriegütermarketing : Festschrift für Professor Dr. Dr. h. c. Klaus Backhaus zum 60. Geburtstag
12
Journal of business market management : JBM
12
Journal of strategic marketing
12
Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management
12
essentials
12
Business-to-Business-Marketing
11
Journal of marketing management : MM
11
Journal of marketing theory and practice
11
Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
11
Psychology & marketing
10
The service industries journal
10
B2B-Handbuch Operations Management : Industriegüter erfolgreich vermarkten
9
Brand the Future : systematische Markenentwicklung im B2B
9
Field guide to case study research in business-to-business marketing and purchasing
9
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
9
more ...
less ...
Source
All
ECONIS (ZBW)
19
Showing
1
-
19
of
19
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
1
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:
2
Familiarity breeds contempt : perceived service and sales complacency in business-to-business relationships
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 42-60
Persistent link: https://www.econbiz.de/10011690133
Saved in:
3
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:
4
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
Saved in:
5
B2B commitment building in emerging markets : the case of Brazil
Graça, Sandra S.
;
Barry, James M.
;
Doney, Patricia M.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 105-125
Persistent link: https://www.econbiz.de/10011515677
Saved in:
6
The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China
Newell, Stephen J.
;
Wu, Bob T.
;
Thaweephan Leingpibul
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 160-173
Persistent link: https://www.econbiz.de/10011515690
Saved in:
7
Salespeople as knowledge brokers : a review and critique of the challenger sales model
Rapp, Adam
;
Bachrach, Daniel G.
;
Panagopoulos, Nikolaos
; …
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
4
,
pp. 245-259
Persistent link: https://www.econbiz.de/10010431573
Saved in:
8
The IPS-EQ model : interpersonal skills and emotional intelligence in a sales process
Borg, Susanne Wiatr
;
Johnston, Wesley J.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
1
,
pp. 39-51
Persistent link: https://www.econbiz.de/10009717207
Saved in:
9
Distinguishing between the roles of customer-oriented selling and adaptive selling in managing dysfunctional conflict in buyer-seller relationships
Chakrabarty, Subhra
;
Brown, Gene
;
Widing, Robert E.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
3
,
pp. 245-260
Persistent link: https://www.econbiz.de/10009776528
Saved in:
10
Bringing "social" into sales : the impact of salespeople's social media use on service behaviors and value creation
Agnihotri, Raj
;
Kothandaraman, Prabakar
;
Kashyp, Rajiv
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
3
,
pp. 333-348
Persistent link: https://www.econbiz.de/10009579256
Saved in:
11
The future of sales training : challenges and related research questions
Lassk, Felicia G.
;
Ingram, Thomas N.
;
Kraus, Florian
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 141-154
Persistent link: https://www.econbiz.de/10009505508
Saved in:
12
Challenges of CRM implementation in business-to-business markets : a contingency perspective
Ahearne, Michael
;
Rapp, Adam
;
Mariadoss, Babu John
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 117-129
Persistent link: https://www.econbiz.de/10009505513
Saved in:
13
The role of the sales force in value creation and appropriation : new directions for research
Blocker, Christopher P.
;
Cannon, Joseph P.
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 15-27
Persistent link: https://www.econbiz.de/10009505541
Saved in:
14
Linking performance outcomes to salesperson organizational citizenship behavior in an industrial sales setting
Marshall, Greg W.
;
Moncrief, William C.
;
Lassk, Felicia G.
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
4
,
pp. 491-501
Persistent link: https://www.econbiz.de/10009680320
Saved in:
15
The role of top management in developing a customer-oriented sales force
Chakrabarty, Subhra
;
Brown, Gene
;
Widing, Robert E.
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
4
,
pp. 437-449
Persistent link: https://www.econbiz.de/10009680329
Saved in:
16
Social media's influence on business-to-business sales performance
Rodriguez, Michael
;
Peterson, Robert M.
;
Krishnan, …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
3
,
pp. 365-378
Persistent link: https://www.econbiz.de/10009580909
Saved in:
17
Sales organization recovery management and relationship selling : a conceptual model and empirical test
Gonzalez, Gabriel R.
;
Hoffman, K. Douglas
;
Ingram, Thomas N.
- In:
The journal of personal selling & sales management : JPSSM
30
(
2010
)
3
,
pp. 223-237
Persistent link: https://www.econbiz.de/10008647388
Saved in:
18
Advocating avatars : the salesperson in second life
Berthon, Pierre R.
;
Pitt, Leyland F.
;
Halvorson, Wade
; …
- In:
The journal of personal selling & sales management : JPSSM
30
(
2010
)
3
,
pp. 195-208
Persistent link: https://www.econbiz.de/10008647400
Saved in:
19
The antecedents of double compensation in concurrent channel systems in business-to-business markets
Sa Vinhas, Alberto
;
Anderson, Erin
- In:
The journal of personal selling & sales management : JPSSM
28
(
2008
)
2
,
pp. 133-144
Persistent link: https://www.econbiz.de/10003735693
Saved in:
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->