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subject:"Strategic management"
~person:"Cummins, Shannon"
~person:"Parvinen, Petri"
~subject:"Consumer behaviour"
~subject:"Marketing management"
~subject:"Unternehmenserfolg"
~subject:"Verkauf"
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Strategic management
Consumer behaviour
Marketing management
Unternehmenserfolg
Verkauf
Selling
13
Salespeople
9
Verkaufspersonal
9
Marketingmanagement
7
B-to-B-Marketing
6
Business-to-business marketing
6
Absatz
4
Lieferantenmanagement
4
Physical distribution
4
Sales
4
Supplier relationship management
4
Vertrieb
4
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3
Sales management
3
Betriebliche Wertschöpfung
2
Beziehungsmarketing
2
Business model
2
Career development
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Firm performance
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Geschäftsmodell
2
Karriereplanung
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Relationship marketing
2
Sales performance
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Students
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Studierende
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Value creation
2
intent to pursue sales
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sales education
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Artificial intelligence
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B2B services
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13
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Cummins, Shannon
Parvinen, Petri
Agnihotri, Raj
20
Marshall, Greg W.
20
Ahearne, Michael
18
Cron, William L.
18
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
DeCarlo, Thomas E.
13
Habel, Johannes
13
Johnston, Mark W.
13
Lane, Nikala
13
Sickel, Christian
13
Svensson, Göran
13
Wieseke, Jan
13
Belz, Christian
12
Dalrymple, Douglas J.
12
Friend, Scott B.
12
Guenzi, Paolo
12
Homburg, Christian
12
Moncrief, William C.
12
Rangarajan, Deva
12
Rapp, Adam
12
Sharma, Arun
12
Tanner, John F.
12
Terho, Harri
12
Hughes, Douglas E.
11
Panagopoulos, Nikolaos G.
11
Zoltners, Andris A.
11
Albers, Sönke
10
Bush, Alan J.
10
Plouffe, Christopher R.
10
Bolander, Willy
9
Futrell, Charles M.
9
Haas, Alexander
9
Lorimer, Sally E.
9
Malshe, Avinash
9
Schwalbe, Heinz
9
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Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
2
Journal of Research in Interactive Marketing
1
Journal of business research : JBR
1
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
1
Journal of marketing education : JME
1
Journal of personal selling & sales management
1
Management decision : MD
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
13
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1
So, you want to start a sales center? : an organizational learning approach to sales center formation and growth
Rippé, Cindy B.
;
Cummins, Shannon
;
DeGeorge, Olivia J.
- In:
Journal of global scholars of marketing science : …
33
(
2023
)
3
,
pp. 402-428
Persistent link: https://www.econbiz.de/10014319618
Saved in:
2
Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi
;
Parvinen, Petri
;
Martens, Jonas
- In:
Journal of business research : JBR
126
(
2021
),
pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
Saved in:
3
Understanding students' decision-making process when considering a sales career : a comparison of models pre- and post-exposure to sales professionals in the classroom
Cummins, Shannon
;
Peltier, James
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 1-16
Persistent link: https://www.econbiz.de/10012483625
Saved in:
4
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
5
The convergence of interactive marketing and personal selling and sales management
Cummins, Shannon
(
ed.
);
Peltier, James
(
ed.
); …
-
2016
Persistent link: https://www.econbiz.de/10011555463
Saved in:
6
Omni-channel research framework in the context of personal selling and sales management : a review and research extensions
Cummins, Shannon
;
Peltier, James
;
Dixon, Andrea
- In:
Journal of research in interactive marketing : …
10
(
2016
)
1
,
pp. 2-16
Persistent link: https://www.econbiz.de/10011555492
Saved in:
7
The convergence of interactive marketing and personal selling and sales management
Cummins, Shannon
(
ed.
);
Peltier, James
(
ed.
); …
-
2016
Persistent link: https://www.econbiz.de/10013041733
Saved in:
8
Special section on from strategy frameworks to value-in-use : implementing strategies and theories of B2B marketing and sales management
Parvinen, Petri
;
Möller, K. E. Kristian
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 3-116
Persistent link: https://www.econbiz.de/10010530551
Saved in:
9
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:
10
An impact-oriented implementation approach in business marketing research : introduction to the special issue on "implementing strategies and theories of B2B marketing and sales ma...
Möller, K. E. Kristian
;
Parvinen, Petri
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 3-11
Persistent link: https://www.econbiz.de/10010530588
Saved in:
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