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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~language:"eng"
~person:"Andersen, Poul Houman"
~person:"Moncrief, William C."
~person:"Rapp, Adam"
~subject:"Beziehungsmarketing"
~type_genre:"Article in journal"
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Beziehungsmarketing
Selling
16
Verkauf
16
Salespeople
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Verkaufspersonal
14
Relationship marketing
13
B-to-B-Marketing
9
Business-to-business marketing
9
Lieferantenmanagement
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Andersen, Poul Houman
Moncrief, William C.
Rapp, Adam
Agnihotri, Raj
9
Naudé, Peter
8
Terho, Harri
8
La Rocca, Antonella
7
Eggert, Andreas
6
Snehota, Ivan
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Casidy, Riza
5
Friend, Scott B.
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Frow, Pennie
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Lacoste, Sylvie
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Payne, Adrian
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Aarikka-Stenroos, Leena
4
Bush, Alan J.
4
Chaker, Nawar N.
4
Ewing, Michael
4
Henneberg, Stephan
4
Itani, Omar S.
4
Jaakkola, Elina
4
Johnson, Jeff S.
4
Nyadzayo, Munyaradzi W.
4
Prior, Daniel D.
4
Ritter, Thomas
4
Ruyter, Ko de
4
Sharma, Arun
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Wang, Danny T.
4
Wang, Xinchun
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Biggemann, Sergio
3
Brown, Gene
3
Cadeaux, Jack
3
Chakrabarty, Subhra
3
Evans, Kenneth R.
3
Gu, Flora Fang
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Guenzi, Paolo
3
Gölgeci, Ismail
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Haas, Alexander
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Jaramillo, Fernando
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Johnston, Wesley J.
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
Journal of the Academy of Marketing Science
4
Journal of business research : JBR
3
Business horizons
1
Journal of personal selling & sales management
1
Journal of purchasing and supply management
1
Management science : journal of the Institute for Operations Research and the Management Sciences
1
The marketing review
1
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ECONIS (ZBW)
13
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1
Editorial: the parallax nature of studying business markets, relationships and networks
Andersen, Poul Houman
;
Kim, Woonho
;
Medlin, Christopher J.
- In:
Industrial marketing management : the international …
112
(
2023
),
pp. A5-A7
Persistent link: https://www.econbiz.de/10014333937
Saved in:
2
Using a "lens" to re-search business markets, relationships and networks : tensions, challenges and possibilities
Ojansivu, Ilkka
;
Medlin, Christopher John
;
Andersen, …
- In:
Industrial marketing management : the international …
100
(
2022
),
pp. 49-61
Persistent link: https://www.econbiz.de/10013206407
Saved in:
3
The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared
;
Bush, Alan J.
;
Moncrief, William C.
; …
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
Saved in:
4
Social media technology use and salesperson performance : a two study examination of the role of salesperson behaviors, characteristics, and training
Ogilvie, Jessica
;
Agnihotri, Raj
;
Rapp, Adam
;
Trainor, Kevin
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 55-65
Persistent link: https://www.econbiz.de/10011963372
Saved in:
5
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Shannahan, Kirby …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 36-50
Persistent link: https://www.econbiz.de/10011707050
Saved in:
6
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Shannahan, Kirby …
- In:
Industrial marketing management : the international …
51
(
2015
),
pp. 100-114
Persistent link: https://www.econbiz.de/10011422779
Saved in:
7
Salespeople as knowledge brokers : a review and critique of the challenger sales model
Rapp, Adam
;
Bachrach, Daniel G.
;
Panagopoulos, Nikolaos
; …
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
4
,
pp. 245-259
Persistent link: https://www.econbiz.de/10010431573
Saved in:
8
Improving professional selling effectiveness through the alignment of buyer and seller exchange approaches
Autry, Chad W.
;
Williams, Michael R.
;
Moncrief, William C.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
2
,
pp. 165-184
Persistent link: https://www.econbiz.de/10009745302
Saved in:
9
Making sense of the customer's role in the personal selling process : a theory of organizing and sensemaking perspective
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Moncrief, William C.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
3
,
pp. 261-275
Persistent link: https://www.econbiz.de/10009776524
Saved in:
10
Managing creativity in business market relationships
Andersen, Poul Houman
;
Kragh, Hanne
- In:
Industrial marketing management : the international …
42
(
2013
)
1
,
pp. 82-85
Persistent link: https://www.econbiz.de/10009734087
Saved in:
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