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The Initiators of Changes in Customers' Desired Value - Results from a Theory Building Study
Flint, Daniel J.; Woodruff, Robert B. - In: Industrial marketing management : the international … 30 (2001) 4, pp. 321-338
Persistent link: https://www.econbiz.de/10006277607
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Customer Value Change in Industrial Marketing Relationships: A Call for New Strategies and Research
Flint, Daniel J.; Woodruff, Robert B.; Gardial, Sarah Fisher - In: Industrial marketing management : the international … 26 (1997) 2, pp. 163-188
Persistent link: https://www.econbiz.de/10006316994
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Sales management control level and competencies : antecedents and consequences
Piercy, Nigel; Cravens, David W.; Lane, Nikala - In: Industrial marketing management : the international … 38 (2009) 4, pp. 459-467
Persistent link: https://www.econbiz.de/10003865365
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Sales management control level and competencies: Antecedents and consequences
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala - In: Industrial marketing management : the international … 38 (2009) 4, pp. 459-467
Persistent link: https://www.econbiz.de/10008262364
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Improving the Effectiveness of Field Sales Organizations: A European Perspective - Coaching rather than commanding salespeople increases sales unit effectiveness. Managers play a v...
Baldauf, Artur; Cravens, David W. - In: Industrial marketing management : the international … 28 (1999) 1, pp. 63-72
Persistent link: https://www.econbiz.de/10006301397
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Improving the Effectiveness of Field Sales Organizations: A European Perspective - Coaching rather than commanding salespeople increases sales unit effectiveness. Managers play a v...
Baldauf, Artur; Cravens, David W. - In: Industrial marketing management : the international … 19990, pp. 63-72
Persistent link: https://www.econbiz.de/10006359113
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Examining Sales Force Performance in Organizations That Use Behavior-Based Sales Management Processes
Grant, Ken; Cravens, David W. - In: Industrial marketing management : the international … 25 (1996) 5, pp. 361-372
Persistent link: https://www.econbiz.de/10006325975
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Relationships between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness
Piercy, Nigel E.; Cravens, David W.; Morgan, Neil A. - In: British journal of management : BJM 10 (1999) 2, pp. 95-112
Persistent link: https://www.econbiz.de/10007186420
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Sales management control level and competencies: Antecedents and consequences
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala - In: Industrial marketing management : the international … 38 (2009) 4, pp. 459-468
Persistent link: https://www.econbiz.de/10008894870