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Stochastic perspective of industrial distribution network processes
Sheresheva, Marina Y.; Kolesnik, Nadezda A. - In: Industrial marketing management : the international … 40 (2011) 6, pp. 979-987
Persistent link: https://www.econbiz.de/10009354625
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Changes in sales call frequency: a longitudinal examination of the consequences in the supplier-customer relationship
Román, Sergio; Martín, Pedro J. - In: Industrial marketing management : the international … 37 (2008) 5, pp. 554-564
Persistent link: https://www.econbiz.de/10003736671
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Internet integration into the industrial selling process: a step-by-step approach
Long, Mary M.; Tellefsen, Thomas; Lichtenthal, J. David - In: Industrial marketing management : the international … 36 (2007) 5, pp. 676-689
Persistent link: https://www.econbiz.de/10003483621
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Performance implications of distributor effectiveness, trust, and culture in import channels of distribution
Nevins, Jennifer L.; Money, R. Bruce - In: Industrial marketing management : the international … 37 (2008) 1, pp. 46-58
Persistent link: https://www.econbiz.de/10003650412
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Flexibility in marketing & sales interfacing processes
Dewsnap, Belinda; Micevski, Milena; Cadogan, John W.; … - In: Industrial marketing management : the international … 91 (2020), pp. 285-300
Persistent link: https://www.econbiz.de/10012422224
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Sharing of selling functions in distribution channels and distributor outcomes : the role of solution selling capabilities and uncertainty
Sa Vinhas, Alberto - In: Industrial marketing management : the international … 114 (2023), pp. 271-285
Persistent link: https://www.econbiz.de/10014433435
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Do salesforce management systems actually drive salesperson intentions?
Epler, Rhett T.; Schmitt, Laurianne; Mathis, David; … - In: Industrial marketing management : the international … 113 (2023), pp. 42-57
Persistent link: https://www.econbiz.de/10014433598
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The impact of marketing capability, operations capability and diversification strategy on performance : a resource-based view
Nath, Prithwiraj; Nachiappan, Subramanian; Ramanathan, … - In: Industrial marketing management : the international … 39 (2010) 2, pp. 317-329
Persistent link: https://www.econbiz.de/10003956198
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Organizing in the context of global project-based firm : the case of sales-operations interface
Turkulainen, Virpi; Kujala, Jaakko; Artto, Karlos; … - In: Industrial marketing management : the international … 42 (2013) 2, pp. 223-233
Persistent link: https://www.econbiz.de/10009734944
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Using artificial intelligence to detect crisis related to events : decision making in B2B by artificial intelligence
Farrokhi, Aydin; Shirazi, Farid; Hajli, Nick; Tajvidi, Mina - In: Industrial marketing management : the international … 91 (2020), pp. 257-273
Persistent link: https://www.econbiz.de/10012422219