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source:"econis"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF"
~subject:"Selling"
~type:"article"
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Search: subject_exact:"Profit determinants"
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Selling
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99
Success factor
99
Innovation
20
New product development
17
Produktentwicklung
17
Innovation management
16
Innovationsmanagement
16
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Barclay, Donald W.
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Benyoucef, Morad
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Borgh, Michel van der
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Industrial marketing management : the international journal for industrial and high-tech firms
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
Journal of business research : JBR
8
Journal of personal selling & sales management
5
The journal of business & industrial marketing
3
Harvard business review : HBR
2
Journal of marketing
2
Journal of strategic marketing
2
The journal of personal selling & sales management : JPSSM
2
Acta Universitatis Danubius / Oeconomica
1
Advanced e-business research : international trends & issues
1
Australasian marketing journal
1
Business horizons
1
Business strategy series
1
Executing strategy for business results
1
Facetten des Konsumenten- und Käuferverhaltens in Theorie und Praxis
1
Go-to-market strategies for women entrepreneurs : creating and exploring success
1
Harvard-Business-Manager : das Wissen der Besten
1
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
1
Innovation & management review
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
International journal of services and operations management
1
Italian journal of marketing : ITJM
1
Journal of Asia Pacific business
1
Journal of business economics : JBE
1
Journal of global marketing
1
Journal of marketing education : JME
1
Journal of marketing management : MM
1
Journal of nonprofit & public sector marketing
1
Journal of personnel psychology
1
Journal of promotion management : innovations in planning and applied research
1
Journal of the Academy of Marketing Science
1
Kellogg on marketing
1
Romanian economic and business review
1
Sales management : a multinational perspective
1
The Oxford handbook of strategic sales and sales management
1
Value creation : strategies for the chemical industry
1
Vision : the journal of business perspective
1
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ECONIS (ZBW)
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1
Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan
;
Schroeder, Curtis S.
;
Hochstein, Bryan W.
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
2
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
3
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
4
A multidimensional perspective of business-to-business sales success : a meta-analytic review
Ohiomah, Alhassan
;
Benyoucef, Morad
;
Andreev, Pavel
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 435-452
Persistent link: https://www.econbiz.de/10012321908
Saved in:
5
Deliberate learning as a strategic mechanism in enabling channel partner sales performance
Keeling, Debbie Isobel
;
Cox, David
;
Ruyter, Ko de
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 113-123
Persistent link: https://www.econbiz.de/10012321920
Saved in:
6
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
7
Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.
;
Guenzi, Paolo
;
Borgh, Michel van der
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
Saved in:
8
Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
Saved in:
9
Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance
Panagopoulos, Nikolaos G.
;
Ogilvie, Jessica
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 190-203
Persistent link: https://www.econbiz.de/10011313544
Saved in:
10
Managing salespeople strategically when promoting new products : incorporating market orientation into a sales management control framework
Chen, Annie Huiling
;
Peng, Norman
;
Hung, Huang-Peng
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 147-155
Persistent link: https://www.econbiz.de/10011313551
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