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Coping with time pressure in interfirm supply chain relationships
Thomas, Rodney W.; Esper, Terry L.; Stank, Theodore P. - In: Industrial marketing management : the international … 40 (2011) 3, pp. 414-423
Persistent link: https://www.econbiz.de/10008991581
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Building capabilities to manage strategic alliances
Sluyts, Kim; Matthyssens, Paul; Martens, Rudy; … - In: Industrial marketing management : the international … 40 (2011) 6, pp. 875-886
Persistent link: https://www.econbiz.de/10009348549
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Who performs marketing? : dimensions of agential variation in market practice
Hagberg, Johan; Kjellberg, Hans - In: Industrial marketing management : the international … 39 (2010) 6, pp. 1028-1037
Persistent link: https://www.econbiz.de/10008655029
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Understanding success and failure in customer relationship management
King, Stephen F.; Burgess, Thomas F. - In: Industrial marketing management : the international … 37 (2008) 4, pp. 421-431
Persistent link: https://www.econbiz.de/10003733195
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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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Sales trainer roles, competencies, skills, and behaviors: a case study
Ricks, Joe M. <Jr.>; Williams, Jacqueline A.; Weeks, … - In: Industrial marketing management : the international … 37 (2008) 5, pp. 593-609
Persistent link: https://www.econbiz.de/10003736678
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Order, positioning, scope and outcomes of market entry
Rodríguez-Pinto, Javier; Rodríguez-Escudero, Ana Isabel; … - In: Industrial marketing management : the international … 37 (2008) 2, pp. 154-166
Persistent link: https://www.econbiz.de/10003701491
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Salesperson navigation: the intraorganizational dimension of the sales role
Plouffe, Christopher R.; Barclay, Donald W. - In: Industrial marketing management : the international … 36 (2007) 4, pp. 528-539
Persistent link: https://www.econbiz.de/10003469176
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Measuring inter-organizational trust - a critical review of the empirical research in 1990-2003
Seppänen, Risto; Blomqvist, Kirsimarja; Sundqvist, Sanna - In: Industrial marketing management : the international … 36 (2007) 2, pp. 249-265
Persistent link: https://www.econbiz.de/10003432113
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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/10003450766