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type_genre:"Article in journal"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Sales performance"
~type_genre:"Thesis"
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Sales performance
Salespeople
154
Verkaufspersonal
154
Selling
78
Verkauf
78
B-to-B-Marketing
51
Business-to-business marketing
51
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Agnihotri, Raj
2
Bush, Alan J.
2
Curasi, Carolyn Folkman
2
Friend, Scott B.
2
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of business research : JBR
18
The journal of business & industrial marketing
10
European journal of marketing
3
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
2
International journal of hospitality management
2
Journal of retailing
2
Journal of the Academy of Marketing Science
2
Marketing letters : a journal of research in marketing
2
Asia Pacific journal of marketing and logistics
1
Asian business & management
1
Business horizons
1
European business review
1
European journal of innovation management : EJIM
1
European journal of marketing : EJM
1
Finance research letters
1
Information technology and management
1
International journal of entrepreneurial behavior & research
1
Italian journal of marketing : ITJM
1
Journal of Asia Business Studies
1
Journal of business ethics : JBE
1
Journal of business-to-business marketing
1
Journal of entrepreneurship in emerging economies
1
Journal of marketing analytics : JMA
1
Journal of organizational change management
1
Journal of service theory and practice
1
Marketing intelligence & planning
1
Qualitative research in organizations and management : an international journal
1
Review of managerial science : RMS
1
South Asian journal of business studies
1
Technological forecasting & social change : an international journal
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The international journal of bank marketing : IJBM
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ECONIS (ZBW)
22
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10
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22
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date (oldest first)
1
Unpacking the salesperson's ambidextrous internal network (AIN) : the influence of bridging and bonding social capital on performance growth trajectories
Silva, Juliano Domingues da
;
Plouffe, Christopher R.
; …
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 418-439
Persistent link: https://www.econbiz.de/10014531399
Saved in:
2
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:
3
A synthesis of research on the marketing-sales interface : 1984-2020
Chernetsky, Victor V.
;
Hughes, Douglas E.
;
Schrock, Wyatt A.
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 159-181
Persistent link: https://www.econbiz.de/10013494049
Saved in:
4
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:
5
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
Saved in:
6
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
Saved in:
7
Deliberate learning as a strategic mechanism in enabling channel partner sales performance
Keeling, Debbie Isobel
;
Cox, David
;
Ruyter, Ko de
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 113-123
Persistent link: https://www.econbiz.de/10012321920
Saved in:
8
How do the combinations of sales control systems influence sales performance? : the mediating roles of distinct customer-oriented behaviors
Zang, Zhimei
;
Liu, Dong
;
Zheng, Yaqin
;
Chen, Chuanming
- In:
Industrial marketing management : the international …
84
(
2020
),
pp. 287-297
Persistent link: https://www.econbiz.de/10012162594
Saved in:
9
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
10
The roles of political skill and intrinsic motivation in performance prediction of adaptive selling
Kimura, Takuma
;
Bande, Belén
;
Fernández-Ferrín, Pilar
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 198-208
Persistent link: https://www.econbiz.de/10012004378
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