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type_genre:"Article in journal"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Arbeitsleistung"
~subject:"Lieferantenmanagement"
~type_genre:"Thesis"
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Arbeitsleistung
Lieferantenmanagement
Salespeople
154
Verkaufspersonal
154
Selling
78
Verkauf
78
B-to-B-Marketing
51
Business-to-business marketing
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Ulaga, Wolfgang
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Agnihotri, Raj
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Bush, Alan J.
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Grégoire, Yany
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Koponen, Jonna
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La Rocca, Antonella
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Babakus, Emin
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Bande, Belén
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of business & industrial marketing
29
The journal of personal selling & sales management : JPSSM
28
Journal of business research : JBR
20
Journal of personal selling & sales management
16
Journal of marketing
11
Journal of business-to-business marketing
10
Journal of the Academy of Marketing Science
10
Journal of marketing theory and practice
9
Journal of retailing
6
Journal of retailing and consumer services
6
Journal of marketing channels : ... distribution systems, strategy, and management
5
European journal of marketing : EJM
4
Marketing letters : a journal of research in marketing
4
Human performance
3
Journal of marketing theory and practice : JMTP
3
Asia Pacific journal of marketing and logistics
2
Australasian marketing journal
2
European business review
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International journal of business excellence
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of Asian finance, economics and business : JAFEB
2
Journal of business ethics : JOBE
2
Journal of hospitality marketing & management
2
Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
2
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
2
Marketing intelligence & planning
2
Naše gospodarstvo : NG
2
The service industries journal
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Asia-Pacific journal of business administration
1
Asia-Pacific journal of management research and innovation : APJMRI
1
Asian Academy of Management journal
1
Baltic journal of management : BJM
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Cogent business & management
1
Decision sciences : DS
1
Economic and industrial democracy : EID ; an international journal
1
EuroMed journal of business
1
European journal of marketing
1
European management review : EMR
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European research on management and business economics
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ECONIS (ZBW)
47
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1
Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna
;
Metsola, Jaakko
;
Salin, Lotta
; …
- In:
Industrial marketing management : the international …
119
(
2024
),
pp. 238-251
Persistent link: https://www.econbiz.de/10014555774
Saved in:
2
Addressing concerns with salesperson competitive psychological climate, sales performance, and turnover intention : the role of threat and learning orientation
Zahn, William J.
;
Peng, Yi
;
Mathis, David
;
Hochstein, …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 143-155
Persistent link: https://www.econbiz.de/10014454867
Saved in:
3
Alleviating the negative effects of salesperson depression on performance during a crisis : examining the role of job resources
Lussier, Bruno
;
Beeler, Lisa
;
Bolander, Willy
; …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 173-188
Persistent link: https://www.econbiz.de/10014369260
Saved in:
4
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:
5
We are not on the same page : the effects of salesperson trust overestimation on customer satisfaction and relationship performance
Mangus, Stephanie M.
;
Jones, Eli
;
Folse, Judith Anne …
- In:
Industrial marketing management : the international …
109
(
2023
),
pp. 58-70
Persistent link: https://www.econbiz.de/10014282226
Saved in:
6
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions
DeCarlo, Thomas E.
;
Hansen, John D.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 35-44
Persistent link: https://www.econbiz.de/10013259003
Saved in:
7
Empathy and EGO-drive in the B2B salesforce : Impacts on job satisfaction
Treen, Emily
;
Yu, Yunzhijun
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 270-278
Persistent link: https://www.econbiz.de/10014226512
Saved in:
8
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
9
Looking through the Glassdoor : he stories that B2B salespeople tell
Lam, Joey
;
Mulvey, Michael S.
;
Robson, Karen
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 478-488
Persistent link: https://www.econbiz.de/10013494064
Saved in:
10
Developing benchmarks to capture relative performance for sales force incentives decisions : lessons from B2B insurance industry
Agnihotri, Raj
;
Zhang, Wei
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 55-71
Persistent link: https://www.econbiz.de/10012490935
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