Similar Search Results

Crossing the sea from they to we? : the unfolding of knowing proctising in collaborative research

Marcos, Javier; Denyer, David - In: Management learning : the journal for managerial and … 43 (2012) 4, pp. 443-459

Persistent link: https://www.econbiz.de/10009625493

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

Persistent link: https://www.econbiz.de/10015193368

Sales management : strategy, process and practice

Marcos Cuevas, Javier; Donaldson, Bill; Lemmens, Regis - 2016 - 4th edition

Persistent link: https://www.econbiz.de/10011389482

How organisations generate and use customer insight

Said, Emanuel; MacDonald, Emma K.; Wilson, Hugh; … - In: Journal of marketing management : MM 31 (2015) 9/10, pp. 1158-1179

Persistent link: https://www.econbiz.de/10011405223

Implementing key account management : designing customer-centric processes for mutual growth

Marcos Cuevas, Javier; Davies, Mark; Guesalaga, Rodrigo; … - 2018

Introduction to implementing key account management -- Re-engaging strategic customers -- Adopting key account management -- Building customer understanding and value planning -- Developing customer relationships -- Developing winning offerings -- Creating compelling customer value propositions...

Persistent link: https://www.econbiz.de/10011913569

Buyer-supplier relationship decline : a norms-based perspective

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

Persistent link: https://www.econbiz.de/10011712546

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

Persistent link: https://www.econbiz.de/10011645965

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