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Tranfield, David; Denyer, David; Marcos, Javier; Burr, Mike - In: Management Decision 42 (2004) 3/4, pp. 375-386

The division between academic knowledge and its relevance for practice is an enduring problem across many fields. Nowhere is this division more pronounced, and resolution of its negative features more required, than in academic management research and its relationship to management practice, for...

Persistent link: https://www.econbiz.de/10014932468

Reclaiming the contingent nature of the determinants of salesperson performance : an extended meta-analysis

Kerr, Peter D.; Marcos Cuevas, Javier - In: Journal of personal selling & sales management : JPSSM 44 (2024) 4, pp. 414-431

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Buyer-supplier relationship decline : a norms-based perspective

Marcos, Javier; Prior, Daniel D. - In: Journal of business research : JBR 76 (2017), pp. 14-23

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Vale co-destruction in interfirm relationships : the impact of actor engagement styles

Prior, Daniel D.; Marcos Cuevas, Javier - In: Marketing theory 16 (2016) 4, pp. 533-552

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Value co-creation practices and capabilities : sustained purposeful engagement across B2B systems

Marcos Cuevas, Javier; Nätti, Satu; Palo, Teea; … - In: Industrial marketing management : the international … 56 (2016), pp. 97-107

Persistent link: https://www.econbiz.de/10011531238

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

Which resources and capabilities underpin strategic key account management?

Guesalaga, Rodrigo; Gabrielsson, Mika; Rogers, Beth; … - In: Industrial marketing management : the international … 75 (2018), pp. 160-172

Persistent link: https://www.econbiz.de/10011963481

Lateral collaboration and boundary-spanning from a global leadership perspective : the case of global account managers

Lacoste, Sylvie; Zidani, Kenza; Marcos Cuevas, Javier - In: Journal of world business : JWB 57 (2022) 3, pp. 1-15

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The interplay between objective and subjective measures of salesperson performance : towards an integrated approach

Kerr, Peter D.; Marcos Cuevas, Javier - In: Journal of personal selling & sales management : JPSSM 42 (2022) 3, pp. 225-242

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The Role of Framing Mechanisms in Explaining System‐Wide Change : The Case of the Northern Ireland Conflict and Peace Process

Murphy, Joanne; Denyer, David; Pettigrew, Andrew - In: British Journal of Management 32 (2020) 2, pp. 322-341

Persistent link: https://www.econbiz.de/10012280402