//--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Marketing decision making : co...
Similar by person
Narrow search
Delete all filters
| 1 applied filter
Year of publication
From:
To:
Subject
All
Außendienst
1
B-to-B-Marketing
1
Business-to-business marketing
1
Field sales force
1
Führungsstil
1
Leadership style
1
Occupational qualification
1
Performance management
1
Performance-Management
1
Qualifikation
1
more ...
less ...
Type of publication
All
Article
8
Type of publication (narrower categories)
All
Article in journal
1
Aufsatz in Zeitschrift
1
Language
All
Undetermined
7
English
1
Author
All
Cravens, David W.
6
Lane, Nikala
3
Baldauf, Artur
2
Flint, Daniel J.
2
Piercy, Nigel F.
2
Woodruff, Robert B.
2
Gardial, Sarah Fisher
1
Grant, Ken
1
Piercy, Nigel
1
more ...
less ...
Published in...
All
Industrial marketing management : the international journal for industrial and high-tech firms
Business Horizons
12
Business horizons
12
Journal of the Academy of Marketing Science
10
Journal of research in marketing and entrepreneurship : JRME
7
European journal of marketing : EJM
6
Journal of Business Research
6
Journal of business research : JBR
6
Journal of world business : JWB
5
Journal of World Business
4
Journal of marketing
4
UIC marketing and entrepreneurship research series
4
Entrepreneurship : the way ahead
3
The Oxford handbook of strategic sales and sales management
3
International journal of entrepreneurial behaviour & research
2
International journal of entrepreneurship and innovation management
2
Journal of business economics : JBE
2
Journal of business strategy
2
Journal of marketing research : JMR
2
Journal of marketing theory and practice
2
Journal of small business and entrepreneurship : JSBE ; the journal of the Canadian Council for Small Business and Entrepreneurship
2
Journal of strategic marketing
2
Marketing management : a quarterly business management publication of the American Marketing Association
2
McGraw-Hill/Irwin series in marketing
2
Research at the marketing-entrepreneurship interface
2
Technovation : the international journal of technological innovation, entrepreneurship and technology management
2
The Irwin series in marketing
2
The marketing review
2
A general perspective
1
Advances in business marketing : a research annual
1
Betriebswirtschaftslehre mittelständischer Unternehmen : wissenschaftliche Tagung des Verbandes der Hochschullehrer für Betriebswirtschaft e.V. 1984
1
British journal of management : BJM
1
Entrepreneurial marketing
1
Entrepreneurship research journal : ERJ
1
Handbook of Research in Entrepreneurship Education, Volume 1
1
Handbook of entrepreneurial dynamics : the process of business creation
1
Handbook of relationship marketing
1
International Business Review
1
International business review : the official journal of the European International Business Academy
1
International journal of entrepreneurship and small business
1
more ...
less ...
Source
All
OLC EcoSci
7
ECONIS (ZBW)
1
Showing
1
-
8
of
8
Sort
Relevance
Date (newest first)
Date (oldest first)
1
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
Saved in:
2
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
Saved in:
3
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
Saved in:
4
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
Saved in:
5
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
Saved in:
6
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
Saved in:
7
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
Saved in:
8
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
Saved in:
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->