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~isPartOf:"Harvard business review : HBR"
~isPartOf:"International journal of research in marketing : IJRM ; official journal of the European Marketing Academy"
~isPartOf:"Journal of business-to-business marketing"
~isPartOf:"Journal of personal selling & sales management"
~subject:"Verkaufspersonal"
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Verkaufspersonal
B-to-B-Marketing
169
Business-to-business marketing
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Lieferantenmanagement
90
Supplier relationship management
90
industrial marketing
56
business marketing
54
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Harvard business review : HBR
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
Journal of business-to-business marketing
Journal of personal selling & sales management
Industrial marketing management : the international journal for industrial and high-tech firms
51
The journal of business & industrial marketing
26
Journal of business research : JBR
16
The journal of personal selling & sales management : JPSSM
11
Journal of marketing
10
Journal of the Academy of Marketing Science
7
Handbook of business-to-business marketing
6
Harvard-Business-Manager : das Wissen der Besten
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
3
SpringerLink / Bücher
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Advances in business strategy and competitive advantage (ABSCA) book series
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Business Guides on the Go
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Business horizons
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European research on management and business economics
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International journal of logistics : research and applications
2
Journal of marketing theory and practice : JMTP
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Journal of retailing and consumer services
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Naše gospodarstvo : NG
2
The Oxford handbook of strategic sales and sales management
2
American journal of business : applying research to practice ; AJB
1
Australasian marketing journal
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Brand the Future : systematische Markenentwicklung im B2B
1
Cogent business & management
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Columbia Business School Research Paper Forthcoming
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Context and semantics for knowledge management : technologies for personal productivity
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Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
1
Innovation in pricing : contemporary theories and best practices
1
International business and economics research journal
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International business development : a concise textbook focusing on international B-to-B contexts
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International business review : the official journal of the European International Business Academy
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ECONIS (ZBW)
28
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1
Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes
Klarmann, Martin
;
Wouters, Marc
- In:
Journal of personal selling & sales management
43
(
2023
)
1
,
pp. 46-64
Persistent link: https://www.econbiz.de/10014293059
Saved in:
2
B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils
;
Rodríguez, Rocío
;
Svensson, Göran
; …
- In:
Journal of business-to-business marketing
28
(
2021
)
3
,
pp. 265-281
Persistent link: https://www.econbiz.de/10012802187
Saved in:
3
How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
3
,
pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
Saved in:
4
Value-based selling capability : antecedents and implications for B2B sales performance
Liu, Yanzhe
;
Zhao, Xiaoyu
;
Wang, Tao
- In:
Journal of business-to-business marketing
30
(
2023
)
4
,
pp. 395-418
Persistent link: https://www.econbiz.de/10014447809
Saved in:
5
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
6
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
7
Improving business-to-business relationship quality through salespeople's grit and political skill
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 293-309
Persistent link: https://www.econbiz.de/10013417384
Saved in:
8
A measurement model of the dimensions and types of informal organizational control : an empirical test in a B2B sales context
Malek, Stacey L.
;
Sarin, Shikhar
;
Jaworski, Bernard J.
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
2
,
pp. 415-442
Persistent link: https://www.econbiz.de/10013271759
Saved in:
9
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
10
The role of salespeople in value co-creation and its impact on sales performance
Alnakhli, Hayam
;
Inyang, Aniefre Eddie
;
Itani, Omar S.
- In:
Journal of business-to-business marketing
28
(
2021
)
4
,
pp. 347-367
Persistent link: https://www.econbiz.de/10012802196
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