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~person:"Guenzi, Paolo"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
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Salespeople
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Verkaufspersonal
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Beziehungsmarketing
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Firm performance
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Relationship marketing
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Sales
2
Selling
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Unternehmenserfolg
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Acquisition
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Adaptive selling
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Ambidexterity
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B-to-B-Marketing
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Business-to-business marketing
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Capability approach
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Customer-directed selling behaviors
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Customer-oriented selling
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Kognition
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MOA framework
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Mitarbeiterbindung
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Organisationale Ambidextrie
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Guenzi, Paolo
Agnihotri, Raj
8
Plouffe, Christopher R.
8
Chaker, Nawar N.
6
Lussier, Bruno
6
Panagopoulos, Nikolaos G.
6
Rangarajan, Deva
6
Hartmann, Nathaniel N.
5
Johnson, Jeff S.
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Nowlin, Edward L.
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Sharma, Arun
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Terho, Harri
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Bonney, Leff
4
Flaherty, Karen E.
4
Hochstein, Bryan
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Itani, Omar S.
4
Ulaga, Wolfgang
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Anaza, Nwamaka A.
3
Bande, Belén
3
Beeler, Lisa L.
3
Bush, Alan J.
3
Dingus, Rebecca
3
Fernández-Ferrín, Pilar
3
Friend, Scott B.
3
Haas, Alexander
3
Krush, Michael T.
3
Moncrief, William C.
3
Nijssen, E. J.
3
Syam, Niladri
3
Bagozzi, Richard P.
2
Barclay, Donald W.
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Borgh, Michel van der
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Cardinali, Silvio
2
Chen, Annie Huiling
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Curasi, Carolyn Folkman
2
Dubinsky, Alan J.
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Eggert, Andreas
2
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Grégoire, Yany
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of personal selling & sales management
2
Sales management : a multinational perspective
2
The journal of business & industrial marketing
2
California management review
1
European journal of marketing : EJM
1
Journal of business research : JBR
1
Journal of the Academy of Marketing Science
1
The University of Auckland Business School Research Paper Series
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The journal of personal selling & sales management : JPSSM
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ECONIS (ZBW)
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Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Guenzi, Paolo
;
Nijssen, E. J.
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 346-359
Persistent link: https://www.econbiz.de/10012322086
Saved in:
2
Cognitive and affective determinants of salesforce performance : a two-wave study
Soscia, Isabella
;
Bagozzi, Richard P.
;
Guenzi, Paolo
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 206-217
Persistent link: https://www.econbiz.de/10011963508
Saved in:
3
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:
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:
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