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type_genre:"Article in journal"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~person:"Rangarajan, Deva"
~type_genre:"Thesis"
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Salespeople
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Verkaufspersonal
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Verkauf
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Consumer behaviour
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Adaptive selling
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Organisatorischer Wandel
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Rangarajan, Deva
Plouffe, Christopher R.
10
Agnihotri, Raj
8
Chaker, Nawar N.
6
Lussier, Bruno
6
Panagopoulos, Nikolaos G.
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Hartmann, Nathaniel N.
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Johnson, Jeff S.
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Sharma, Arun
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Itani, Omar S.
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Bande, Belén
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Bush, Alan J.
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Fernández-Ferrín, Pilar
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Friend, Scott B.
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Haas, Alexander
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Hochstein, Bryan W.
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Nijssen, E. J.
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of personal selling & sales management
5
The journal of business & industrial marketing
2
Business horizons
1
European journal of marketing
1
Journal of business research : JBR
1
Journal of personal selling & sales management : JPSSM
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Journal of service theory and practice : JSTP
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ECONIS (ZBW)
6
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1
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
2
Lone wolf tendency and ethical behaviors in sales : examining the roles of perceived supervisor support and salesperson self-efficacy
Lussier, Bruno
;
Chaker, Nawar N.
;
Hartmann, Nathaniel N.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 304-316
Persistent link: https://www.econbiz.de/10013326927
Saved in:
3
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Giovannetti, Marta
;
Sharma, Arun
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 433-449
Persistent link: https://www.econbiz.de/10014230725
Saved in:
4
Social media in B2B sales : why and when does salesperson social media usage affect salesperson performance?
Bowen, Melanie
;
Lai-Bennejean, Christine
;
Haas, Alexander
; …
- In:
Industrial marketing management : the international …
96
(
2021
),
pp. 166-182
Persistent link: https://www.econbiz.de/10013194594
Saved in:
5
Increasing resilience by creating an adaptive salesforce
Sharma, Arun
;
Rangarajan, Deva
;
Paesbrugghe, Bert
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 238-246
Persistent link: https://www.econbiz.de/10012285360
Saved in:
6
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Sharma, Arun
; …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
Saved in:
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