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Antecedents and consequences of CRM technology acceptance in the sales force
Avlonitis, George J.; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 34 (2005) 4, pp. 355-368
Persistent link: https://www.econbiz.de/10006237792
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Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach
Avlonitis, George J.; Panagopoulos, Nikolaos G. - In: Journal of business research : JBR 60 (2007) 7, pp. 765-775
Persistent link: https://www.econbiz.de/10007734915
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The chilling effects of network externalities: Perspectives and conclusions
Panagopoulos, Nikolaos G.; Avlonitis, George J. - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 22-25
Persistent link: https://www.econbiz.de/10008384648
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Intraorganizational information and communication technology diffusion: Implications for industrial sellers and buyers
Papastathopoulou, Paulina; Avlonitis, George J.; … - In: Industrial marketing management : the international … 36 (2007) 3, pp. 322-336
Persistent link: https://www.econbiz.de/10007611544
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Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors
Ahearne, Michael; Jelinek, Ronald; Rapp, Adam - In: Industrial marketing management : the international … 34 (2005) 4, pp. 379-388
Persistent link: https://www.econbiz.de/10006237790
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Perspectives on competitive intelligence within business : a tactucal tool for salespeople to gain a competitve advantage
Agnihotri, Raj; Rapp, Adam - In: The marketing review 11 (2011) 4, pp. 363-380
Persistent link: https://www.econbiz.de/10009853210
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Using Shortened Scales in Sales Research: Risks, Benefits, and Strategies
Franke, George; Rapp, Adam; Andzulis, James - In: The journal of personal selling & sales management 33 (2013) 3, pp. 319-328
Persistent link: https://www.econbiz.de/10010141808
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Understanding social media effects across seller, retailer, and consumer interactions
Rapp, Adam; Beitelspacher, Lauren Skinner; Grewal, Dhruv; … - In: Journal of the Academy of Marketing Science 41 (2013) 5, pp. 547-566
Persistent link: https://www.econbiz.de/10010162034
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Understanding the role of information communication in the buyer-seller exchange process: antecedents and outcomes
Agnihotri, Raj; Rapp, Adam; Trainor, Kevin - In: The journal of business & industrial marketing 24 (2009) 7, pp. 474-486
Persistent link: https://www.econbiz.de/10008316428
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Outsourcing the sales process: Hiring a mercenary sales force
Rapp, Adam - In: Industrial marketing management : the international … 38 (2009) 4, pp. 411-418
Persistent link: https://www.econbiz.de/10008262370