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type_genre:"Article in journal"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Beziehungsmarketing"
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Beziehungsmarketing
Salespeople
154
Verkaufspersonal
154
Selling
78
Verkauf
78
B-to-B-Marketing
51
Business-to-business marketing
51
Relationship marketing
50
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Agnihotri, Raj
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
40
The journal of business & industrial marketing
25
Journal of business research : JBR
21
Journal of the Academy of Marketing Science
20
Journal of personal selling & sales management
17
Journal of retailing and consumer services
17
Journal of marketing
11
Journal of service research : JSR
8
The service industries journal
8
Journal of business-to-business marketing
7
Journal of retailing
7
European journal of marketing : EJM
6
International journal of hospitality management
5
International journal of retail & distribution management
5
Journal of business ethics : JOBE
5
Journal of service research
5
Marketing intelligence & planning
5
Asia Pacific journal of marketing and logistics
4
Journal of financial services marketing : JFSM
4
Journal of marketing channels : ... distribution systems, strategy, and management
4
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
4
Journal of strategic marketing
4
The journal of services marketing
4
Business horizons
3
European journal of marketing
3
International journal of logistics : research and applications
3
Journal of managerial issues : JMI
3
Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
3
Market : review for marketing theory and practice
3
Psychology & marketing
3
The international journal of bank marketing : IJBM
3
The journal of applied business research
3
ASEAN marketing journal : Association of Southeast Asian Nations marketing journal
2
Australasian marketing journal
2
International journal of bank marketing
2
International journal of commerce and management
2
International journal of contemporary hospitality management
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
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International journal of services and operations management
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ECONIS (ZBW)
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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
You've lost that learning feeling : drivers and drawbacks of channel partner disengagement with sales training
Satornino, Cinthia B.
;
Pelser, Jan
;
Wetzels, Martin
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 258-276
Persistent link: https://www.econbiz.de/10014433589
Saved in:
3
Do salesforce management systems actually drive salesperson intentions?
Epler, Rhett T.
;
Schmitt, Laurianne
;
Mathis, David
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 42-57
Persistent link: https://www.econbiz.de/10014433598
Saved in:
4
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:
5
The impact of performance measurement diversity on customer-oriented selling behavior
Kerr, Peter D.
;
Franco-Santos, Monica
- In:
Industrial marketing management : the international …
110
(
2023
),
pp. 56-67
Persistent link: https://www.econbiz.de/10014306694
Saved in:
6
The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff
;
Beeler, Lisa L.
;
Johnson, Ross W.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
Saved in:
7
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:
8
Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance
Chaker, Nawar N.
;
Nowlin, Edward L.
;
Pivonka, Maxwell T.
; …
- In:
Industrial marketing management : the international …
100
(
2022
),
pp. 127-144
Persistent link: https://www.econbiz.de/10013206400
Saved in:
9
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:
10
How to leverage relational gatekeepers to improve sales performance : moderating effects of gatekeeper-salesperson Guanxi and gatekeeper-buyer Guanxi
Ma, Bei
;
Zhang, Jing
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 108-119
Persistent link: https://www.econbiz.de/10014230260
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