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type_genre:"Article in journal"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Lieferantenmanagement"
~subject:"Success factor"
~type_genre:"Thesis"
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Lieferantenmanagement
Success factor
Salespeople
154
Verkaufspersonal
154
Selling
78
Verkauf
78
B-to-B-Marketing
51
Business-to-business marketing
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Plouffe, Christopher R.
4
Ulaga, Wolfgang
3
Agnihotri, Raj
2
Bush, Alan J.
2
Chen, Annie Huiling
2
Flaherty, Karen E.
2
Gilliam, David A.
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Grégoire, Yany
2
Koponen, Jonna
2
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of business & industrial marketing
21
Journal of personal selling & sales management
17
Journal of business research : JBR
16
The journal of personal selling & sales management : JPSSM
13
Journal of the Academy of Marketing Science
9
Journal of business-to-business marketing
6
Journal of marketing
6
Journal of marketing channels : ... distribution systems, strategy, and management
5
European journal of marketing : EJM
4
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Italian journal of marketing : ITJM
2
Journal of business ethics : JOBE
2
Journal of managerial issues : JMI
2
Journal of marketing research : JMR
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Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
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Journal of research in interactive marketing : interactive marketing and computer-mediated communication
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Journal of retailing and consumer services
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Marketing letters : a journal of research in marketing
2
Naše gospodarstvo : NG
2
Acta Universitatis Danubius / Oeconomica
1
Agricultural and resource economics review : ARER
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Asia Pacific journal of marketing and logistics
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Australasian marketing journal
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Business horizons
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Business strategy series
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Cogent business & management
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European business review
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European journal of marketing
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European research on management and business economics
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Europäische Hochschulschriften / 5
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Gabler Research / Schriftenreihe des Instituts für Marktorientierte Unternehmensführung, Universität Mannheim
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Gabler-Edition Wissenschaft / Marketing-Management
1
Harvard business review : HBR
1
Harvard-Business-Manager : das Wissen der Besten
1
International business and economics research journal
1
International business review : the official journal of the European International Business Academy
1
International journal of Indian culture and business management : IJICBM
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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
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:
3
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:
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
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:
9
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:
10
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
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