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From transactions to journeys and beyond : the evolution of B2B buying process modeling
Steward, Michelle D.; Narus, James A.; Roehm, Michelle L.; … - In: Industrial marketing management : the international … 83 (2019), pp. 288-300
Persistent link: https://www.econbiz.de/10012146631
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How buyer-seller relationship orientation affects adaptation of sales processes to the buying process
Viio, Paul; Grönroos, Christian - In: Industrial marketing management : the international … 52 (2016), pp. 37-46
Persistent link: https://www.econbiz.de/10011447488
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A framework for offshoring marketing processes in business-to-business marketing relationships
Sharma, Arun; Iyer, Gopalkrishnan R.; Raajpoot, Nusser A. - In: Industrial marketing management : the international … 38 (2009) 4, pp. 419-425
Persistent link: https://www.econbiz.de/10003865358
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Marketing strategy and the efficacy of procedural justice : the mid-level marketing manager in industrial service firms
Rosier, Eleri R.; Morgan, Robert; Cadogan, John W. - In: Industrial marketing management : the international … 39 (2010) 3, pp. 450-459
Persistent link: https://www.econbiz.de/10003976502
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Involving the process dimensions of time in case-based research
Quintens, Lieven; Matthyssens, Paul - In: Industrial marketing management : the international … 39 (2010) 1, pp. 91-99
Persistent link: https://www.econbiz.de/10003962916
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An investigation into the role of IT integration, relationship predictability and routinization in interfirm relationships : from the structuration perspective
Lee, Ruby P.; Johnson, Jean L.; Tang, Xinlin - In: Industrial marketing management : the international … 41 (2012) 2, pp. 368-377
Persistent link: https://www.econbiz.de/10009544726
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Decoding network dynamics
Chou, Hsin-hui; Zolkiewski, Judy - In: Industrial marketing management : the international … 41 (2012) 2, pp. 247-258
Persistent link: https://www.econbiz.de/10009544758
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Studying processes in and around networks
Bizzi, Lorenzo; Langley, Ann - In: Industrial marketing management : the international … 41 (2012) 2, pp. 224-234
Persistent link: https://www.econbiz.de/10009544760
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Continuing the evolution of the selling process : a multi-level perspective
Borg, Susanne Wiatr; Young, Louise - In: Industrial marketing management : the international … 43 (2014) 4, pp. 543-552
Persistent link: https://www.econbiz.de/10010386460
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Value-based sales process adaption in business relationships
Viio, Paul; Grönroos, Christian - In: Industrial marketing management : the international … 43 (2014) 6, pp. 1085-1095
Persistent link: https://www.econbiz.de/10010410579