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~subject:"Verkaufspersonal"
~subject:"Theory"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
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Verkaufspersonal
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Physical distribution
15
Vertrieb
15
Salespeople
8
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6
Verkauf
6
Lieferantenmanagement
4
Supplier relationship management
4
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Capital goods industry
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Byrne, Teresa M. McCarthy
1
Dacin, Peter A.
1
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1
Ishida, Chiharu
1
Johnson, Jeff S.
1
Lambe, C. Jay
1
Leach, Mark P.
1
Lichtenthal, J. David
1
Long, Mary M.
1
Marcos Cuevas, Javier
1
Mathis, David
1
Matthes, Joseph M.
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Mentzer, John T.
1
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1
Murphy, William H.
1
Parvinen, Petri
1
Rollins, Minna
1
Schmitt, Laurianne
1
Tellefsen, Thomas
1
Virtanen, Tatu
1
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Industrial marketing management : the international journal for industrial and high-tech firms
SpringerLink / Bücher
10
The journal of personal selling & sales management : JPSSM
7
Europäische Hochschulschriften / 5
6
The Oxford handbook of strategic sales and sales management
6
Gabler Edition Wissenschaft
5
Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel
4
Springer eBook Collection / Business and Economics
4
Vertriebsmanagement : Organisation, Technologieeinsatz, Personal
4
European journal of operational research : EJOR
3
Journal of business economics : JBE
3
NBER working paper series
3
Beiträge zur empirischen Marketing- und Vertriebsforschung
2
Business Guides on the Go
2
Darden Case
2
Die Praxis des Verkaufs : Vertriebssteuerung, Pre-Sales, Sales, Key-Account-Management
2
Digitale Fachbibliothek
2
Economics of innovation : the case of food industry
2
Gabler Edition Wissenschaft / Markt- und Unternehmensentwicklung
2
Gabler-Lehrbuch
2
HNI-Verlagsschriftenreihe
2
International journal of production economics
2
Journal of personal selling & sales management
2
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
2
Kohlhammer-Edition Marketing
2
Lecture Notes in Economics and Mathematical Systems
2
Lecture notes in economics and mathematical systems : LNEMS
2
Lehrbuch
2
Management logistischer Netzwerke : Entscheidungsunterstützung, Informationssysteme und OR-Tools
2
Marketing-Controlling
2
NBER Working Paper
2
Schriftenreihe Innovative betriebswirtschaftliche Forschung und Praxis
2
Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management
2
The Rand journal of economics
2
The journal of business & industrial marketing
2
Wirtschaftswissenschaft
2
Wirtschaftswissenschaftliches Studium : WiSt ; Zeitschrift für Studium und Forschung
2
Working paper / International University in Germany, School of Business Administration
2
Working paper / National Bureau of Economic Research, Inc.
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A Gower Press handbook
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1
Do salesforce management systems actually drive salesperson intentions?
Epler, Rhett T.
;
Schmitt, Laurianne
;
Mathis, David
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 42-57
Persistent link: https://www.econbiz.de/10014433598
Saved in:
2
Interfacing and customer-facing : sales and marketing selling centers
Johnson, Jeff S.
;
Matthes, Joseph M.
;
Friend, Scott B.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 41-56
Persistent link: https://www.econbiz.de/10012004135
Saved in:
3
The transformation of professional selling : implications for leading the modern sales organization
Marcos Cuevas, Javier
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 198-208
Persistent link: https://www.econbiz.de/10011822573
Saved in:
4
Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
Saved in:
5
Motivating the industrial sales force in the sales forecasting process
Byrne, Teresa M. McCarthy
;
Moon, Mark A.
;
Mentzer, John T.
- In:
Industrial marketing management : the international …
40
(
2011
)
1
,
pp. 128-138
Persistent link: https://www.econbiz.de/10008907882
Saved in:
6
Self-managing selling teams and team performance : the complementary roles of empowerment and control
Lambe, C. Jay
;
Webb, Kevin L.
;
Ishida, Chiharu
- In:
Industrial marketing management : the international …
38
(
2009
)
1
,
pp. 5-16
Persistent link: https://www.econbiz.de/10003810410
Saved in:
7
Sales contest research : business and individual differences factors affecting intentions to pursue contest goals
Murphy, William H.
;
Dacin, Peter A.
- In:
Industrial marketing management : the international …
38
(
2009
)
1
,
pp. 109-118
Persistent link: https://www.econbiz.de/10003810428
Saved in:
8
Internet integration into the industrial selling process: a step-by-step approach
Long, Mary M.
;
Tellefsen, Thomas
;
Lichtenthal, J. David
- In:
Industrial marketing management : the international …
36
(
2007
)
5
,
pp. 676-689
Persistent link: https://www.econbiz.de/10003483621
Saved in:
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