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18
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17
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14
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14
Salespeople
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Verkauf
12
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10
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Plouffe, Christopher R.
3
Chen, Annie Huiling
2
Kleinaltenkamp, Michael
2
Molina-Castillo, Francisco-Jose
2
Mu, Jifeng
2
Panagopoulos, Nikolaos G.
2
Peng, Norman
2
Prohl-Schwenke, Katharina
2
Ali, Imran
1
Ali, Murad
1
Andreev, Pavel
1
Arain, Ghulam Ali
1
Arnett, Dennis B.
1
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1
Backhaus, Christof
1
Baker, William E.
1
Bals, Lydia
1
Barclay, Donald W.
1
Barnes, Bradley R.
1
Barros, Rodrigo de
1
Benyoucef, Morad
1
Betim, Leozenir Mendes
1
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Claro, Danny Pimentel
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Industrial marketing management : the international journal for industrial and high-tech firms
SpringerLink / Bücher
419
Springer eBook Collection
130
International journal of project management : the journal of The International Project Management Association
123
Gabler Edition Wissenschaft
105
Journal of business research : JBR
85
Harvard business review : HBR
80
Harvard-Business-Manager : das Wissen der Besten
71
Europäische Hochschulschriften / 5
61
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58
Springer eBook Collection / Business and Economics
58
International journal of entrepreneurship and small business
48
International journal of business information systems : IJBIS
46
Journal of business economics : JBE
42
International journal of innovation management
41
The TQM journal : the international review of organizational improvement
41
The journal of product innovation management : an international publication of the Product Development & Management Association
41
essentials
41
International journal of managing projects in business
39
International journal of productivity and quality management : IJPQM
39
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
38
Business process management journal
37
Technological forecasting & social change : an international journal
36
Journal of vocational behavior
32
Schriftenreihe Innovative betriebswirtschaftliche Forschung und Praxis
32
Entrepreneurship, theory and practice : ET & P
31
Project management journal : PMJ
29
Die Betriebswirtschaft : DBW
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Gabler-Edition Wissenschaft
28
International journal of enterprise information systems : an official publication of the Information Resources Management Association
28
Business horizons
27
Springer eBook Collection / Business and Management
27
Total quality management & business excellence : an official journal of the European Society for Organisational Excellence
27
DUV / Wirtschaftswissenschaft
26
Betriebswirtschaftliche Forschung und Praxis : BFuP
25
Essentials
25
International journal of production research
25
The leadership quarterly : LQ ; an international journal of political, social and behavioral science
25
Betriebswirtschaftslehre für Technologie und Innovation
24
Global business and organizational excellence : a review of research & best practices
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62
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1
Subscription offers in business-to-business markets : conceptualization, taxonomy, and framework for growth
Kowalkowski, Christian
;
Ulaga, Wolfgang
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 440-456
Persistent link: https://www.econbiz.de/10014531643
Saved in:
2
Necessary engagement in stakeholder relationships for successful membership in industrial clusters
Mühlbacher, Hans
;
Einarsdóttir, Bryndís
;
Castello, …
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 1-11
Persistent link: https://www.econbiz.de/10014531680
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3
Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan
;
Schroeder, Curtis S.
;
Hochstein, Bryan W.
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
4
How inter-firm cooperation and conflicts in industrial clusters influence new product development performance? : the role of firm innovation capability
Xu, Rui
;
Wu, Jianlin
;
Gu, Jibao
;
Raza-Ullah, Tatbeeq
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 229-241
Persistent link: https://www.econbiz.de/10014369267
Saved in:
5
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
6
What drives the implementation of customer success management? : antecedents of customer success management from suppliers' and customers' perspectives
Kleinaltenkamp, Michael
;
Prohl-Schwenke, Katharina
; …
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 338-350
Persistent link: https://www.econbiz.de/10013259095
Saved in:
7
Blockchain implementation for circular supply chain management : evaluating critical success factors
Huang, Lufei
;
Zhen, Lu
;
Wang, Junbin
;
Zhang, Xing
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 451-464
Persistent link: https://www.econbiz.de/10013259123
Saved in:
8
Industry 4.0 and supply chain performance : a systematic literature review of the benefits, challenges, and critical success factors of 11 core technologies
Rad, Fakhreddin Fakhrai
;
Oghazi, Pejvak
;
Palmié, Maximilian
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 268-293
Persistent link: https://www.econbiz.de/10013494056
Saved in:
9
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
10
Social entrepreneurship orientation : drivers of success for start-ups and established industrial firms
Halberstadt, Jantje
;
Niemand, Thomas
;
Kraus, Sascha
; …
- In:
Industrial marketing management : the international …
94
(
2021
),
pp. 137-149
Persistent link: https://www.econbiz.de/10012513142
Saved in:
11
How business customers judge customer success management
Prohl-Schwenke, Katharina
;
Kleinaltenkamp, Michael
- In:
Industrial marketing management : the international …
96
(
2021
),
pp. 197-212
Persistent link: https://www.econbiz.de/10013194573
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12
Building and leveraging competence exploitation and exploration for firm new product success
Griffith, David A.
;
Dean, Tereza
;
Yalcinkaya, Goksel
- In:
Industrial marketing management : the international …
97
(
2021
),
pp. 233-244
Persistent link: https://www.econbiz.de/10013206321
Saved in:
13
Can cooperation drive the success of suppliers in B2B crowdsourcing innovation projects? : a large scale data perspective
Zhang, Xi
;
Duan, Keran
;
Zhao, Hongke
;
Zhao, Yuqing
; …
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 570-580
Persistent link: https://www.econbiz.de/10012372717
Saved in:
14
A multidimensional perspective of business-to-business sales success : a meta-analytic review
Ohiomah, Alhassan
;
Benyoucef, Morad
;
Andreev, Pavel
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 435-452
Persistent link: https://www.econbiz.de/10012321908
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15
Deliberate learning as a strategic mechanism in enabling channel partner sales performance
Keeling, Debbie Isobel
;
Cox, David
;
Ruyter, Ko de
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 113-123
Persistent link: https://www.econbiz.de/10012321920
Saved in:
16
How international SME's vicarious learning may improve their performance? : the role of absorptive capacity, strength of ties with local SMEs, and their prior success experiences
Ali, Imran
;
Ali, Murad
;
Salam, Mohammad Asif
;
Bhatti, …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 87-100
Persistent link: https://www.econbiz.de/10012285339
Saved in:
17
Navigating crisis from the backseat? : how top managers can support radical change initiatives by middle managers
Heyden, Mariano L. M.
;
Wilden, Ralf
;
Wise, Chelsea
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 305-313
Persistent link: https://www.econbiz.de/10012285368
Saved in:
18
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
19
The drivers of success in new-product development
Cooper, Robert G.
- In:
Industrial marketing management : the international …
76
(
2019
),
pp. 36-47
Persistent link: https://www.econbiz.de/10011990716
Saved in:
20
Ambidextrous marketing capabilities and performance : how and when entrepreneurial orientation makes a difference
Mehrabi, Hamed
;
Coviello, Nicole
;
Ranaweera, Chatura
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 129-142
Persistent link: https://www.econbiz.de/10012004194
Saved in:
21
How to be successful with servitization : guidelines for research and management
Fließ, Sabine
;
Lexutt, Eva
- In:
Industrial marketing management : the international …
78
(
2019
),
pp. 58-75
Persistent link: https://www.econbiz.de/10012026104
Saved in:
22
Success factors of service networks in the context of servitization : development and verification of an impact model
Weigel, Sabrina
;
Hadwich, Karsten
- In:
Industrial marketing management : the international …
74
(
2018
),
pp. 254-275
Persistent link: https://www.econbiz.de/10011942369
Saved in:
23
Critical success factors in coopetition : evidence on a business network
Resende, Luis Mauricio
;
Volski, Isabela
;
Betim, …
- In:
Industrial marketing management : the international …
68
(
2018
),
pp. 177-187
Persistent link: https://www.econbiz.de/10011822214
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24
Leveraging internal resources and external business networks for new product success : a dynamic capabilities perspective
Zhang, Junfeng
;
Wu, Wei-ping
- In:
Industrial marketing management : the international …
61
(
2017
),
pp. 170-181
Persistent link: https://www.econbiz.de/10011704345
Saved in:
25
Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.
;
Guenzi, Paolo
;
Borgh, Michel van der
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
Saved in:
26
Strategic orientation and new product development performance : the role of networking capability and networking ability
Mu, Jifeng
;
Thomas, Ellen
;
Peng, Gang
;
Di Benedetto, C. …
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 187-201
Persistent link: https://www.econbiz.de/10011738534
Saved in:
27
Why frontline employees engage as idea collectors : an assessment of underlying motives and critical success factors
Woisetschläger, David
;
Hanning, Debra
;
Backhaus, Christof
- In:
Industrial marketing management : the international …
52
(
2016
),
pp. 109-116
Persistent link: https://www.econbiz.de/10011447498
Saved in:
28
Managing salespeople strategically when promoting new products : incorporating market orientation into a sales management control framework
Chen, Annie Huiling
;
Peng, Norman
;
Hung, Kuang-Peng
- In:
Industrial marketing management : the international …
51
(
2015
),
pp. 141-149
Persistent link: https://www.econbiz.de/10011422801
Saved in:
29
Marketing capability, organizational adaptation and new product development performance
Mu, Jifeng
- In:
Industrial marketing management : the international …
49
(
2015
),
pp. 151-166
Persistent link: https://www.econbiz.de/10011374565
Saved in:
30
Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance
Panagopoulos, Nikolaos G.
;
Ogilvie, Jessica
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 190-203
Persistent link: https://www.econbiz.de/10011313544
Saved in:
31
Managing salespeople strategically when promoting new products : incorporating market orientation into a sales management control framework
Chen, Annie Huiling
;
Peng, Norman
;
Hung, Huang-Peng
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 147-155
Persistent link: https://www.econbiz.de/10011313551
Saved in:
32
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:
33
Divergent thinking and market visioning competence : an early front-end radical innovation success typology
Reid, Susan E.
;
DeBrentani, Ulrike
;
Kleinschmidt, Elko J.
- In:
Industrial marketing management : the international …
43
(
2014
)
8
,
pp. 1351-1361
Persistent link: https://www.econbiz.de/10010473311
Saved in:
34
The effect of radical innovation in/congruence on new product performance
Baker, William E.
;
Sinkula, James M.
;
Grinstein, Amir
; …
- In:
Industrial marketing management : the international …
43
(
2014
)
8
,
pp. 1314-1323
Persistent link: https://www.econbiz.de/10010473330
Saved in:
35
Achieving new product success via the synchronization of exploration and exploitation across multiple levels and functional areas
O'Cass, Aron
;
Heirati, Nima
;
Ngo, Liem Viet
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 862-872
Persistent link: https://www.econbiz.de/10010404062
Saved in:
36
Projective customer competence : projecting future customer needs that drive innovation performance
Stanko, Michael A.
;
Bonner, Joseph M.
- In:
Industrial marketing management : the international …
42
(
2013
)
8
,
pp. 1255-1265
Persistent link: https://www.econbiz.de/10010227762
Saved in:
37
Ambidexterity's mediating impact on product development proficiency and new product performance
Li, Yong-hui
;
Huang, Jing-wen
- In:
Industrial marketing management : the international …
41
(
2012
)
7
,
pp. 1125-1132
Persistent link: https://www.econbiz.de/10009683361
Saved in:
38
The 18C's model for a successful long-term outsourcing arrangement
Ishizaka, Alessio
;
Blakiston, Rebecca
- In:
Industrial marketing management : the international …
41
(
2012
)
7
,
pp. 1071-1080
Persistent link: https://www.econbiz.de/10009683382
Saved in:
39
Strategic orientations, marketing capabilities and firm performance : an empirical investigation in the context of frontline managers in service organizations
Theodosiou, Marios
;
Kehagias, John
;
Katsikea, Evangelia
- In:
Industrial marketing management : the international …
41
(
2012
)
7
,
pp. 1058-1070
Persistent link: https://www.econbiz.de/10009683390
Saved in:
40
Coping with time pressure in interfirm supply chain relationships
Thomas, Rodney W.
;
Esper, Terry L.
;
Stank, Theodore P.
- In:
Industrial marketing management : the international …
40
(
2011
)
3
,
pp. 414-423
Persistent link: https://www.econbiz.de/10008991581
Saved in:
41
Investigating guanxi dimensions and relationship outcomes : insights from Sino-Anglo business relationships
Barnes, Bradley R.
;
Yen, Dorothy
;
Zhou, Lianxi
- In:
Industrial marketing management : the international …
40
(
2011
)
4
,
pp. 510-521
Persistent link: https://www.econbiz.de/10009159492
Saved in:
42
Special issue: B2B marketing in a Guanxi context : theoretical development and practices
Yang, Zhilin
(
contributor
)
-
2011
Persistent link: https://www.econbiz.de/10009160099
Saved in:
43
Product competence exploitation and exploration strategies : the impact on new product performance through quality and innovativeness
Molina-Castillo, Francisco-Jose
;
Jimenez-Jimenez, Daniel
; …
- In:
Industrial marketing management : the international …
40
(
2011
)
7
,
pp. 1172-1182
Persistent link: https://www.econbiz.de/10009492000
Saved in:
44
Building capabilities to manage strategic alliances
Sluyts, Kim
;
Matthyssens, Paul
;
Martens, Rudy
; …
- In:
Industrial marketing management : the international …
40
(
2011
)
6
,
pp. 875-886
Persistent link: https://www.econbiz.de/10009348549
Saved in:
45
Utilization of business technologies : managing relationship-based benefits for buying and supplying firms
Kim, Namwoon
;
Pae, Jae H.
;
Han, Jin K.
;
Srivastava, …
- In:
Industrial marketing management : the international …
39
(
2010
)
3
,
pp. 473-484
Persistent link: https://www.econbiz.de/10003976515
Saved in:
46
Who performs marketing? : dimensions of agential variation in market practice
Hagberg, Johan
;
Kjellberg, Hans
- In:
Industrial marketing management : the international …
39
(
2010
)
6
,
pp. 1028-1037
Persistent link: https://www.econbiz.de/10008655029
Saved in:
47
Explaining alliance success: competences, resources, relational factors, and resource-advantage theory
Wittmann, C. Michael
;
Hunt, Shelby D.
;
Arnett, Dennis B.
- In:
Industrial marketing management : the international …
38
(
2009
)
7
,
pp. 743-756
Persistent link: https://www.econbiz.de/10003893182
Saved in:
48
Barriers of purchasing departments' involvement in marketing service procurement
Bals, Lydia
;
Hartmann, Evi
;
Ritter, Thomas
- In:
Industrial marketing management : the international …
38
(
2009
)
8
,
pp. 892-902
Persistent link: https://www.econbiz.de/10003924779
Saved in:
49
The joint impact of quality and innovativeness on short-term new product performance
Molina-Castillo, Francisco-Jose
;
Munuera-Aleman, Jose-Luis
- In:
Industrial marketing management : the international …
38
(
2009
)
8
,
pp. 984-993
Persistent link: https://www.econbiz.de/10003924889
Saved in:
50
Effects of employees' perceived dependability on success of enterprise applications in e-business
Lai, Jung-yu
;
Yang, Chun-chieh
- In:
Industrial marketing management : the international …
38
(
2009
)
3
,
pp. 263-274
Persistent link: https://www.econbiz.de/10003840533
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