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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:"Moncrief, William C."
~person:"Rapp, Adam"
~subject:"B-to-B-Marketing"
~subject:"Beziehungsmarketing"
~subject:"Dynamische Kompetenzen"
~type_genre:"Article in journal"
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B-to-B-Marketing
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Dynamische Kompetenzen
Selling
16
Verkauf
16
Salespeople
14
Verkaufspersonal
14
Relationship marketing
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Moncrief, William C.
Rapp, Adam
Naudé, Peter
21
Henneberg, Stephan
19
Lindgreen, Adam
18
Agnihotri, Raj
15
Sharma, Arun
14
Di Benedetto, C. Anthony
11
Terho, Harri
11
Keränen, Joona
10
Ritter, Thomas
10
Christodoulides, George
9
Eggert, Andreas
9
La Rocca, Antonella
9
Snehota, Ivan
9
Ulaga, Wolfgang
9
Casidy, Riza
8
Cova, Bernard
8
Johnston, Wesley J.
8
Kleinaltenkamp, Michael
8
Friend, Scott B.
7
Aarikka-Stenroos, Leena
6
Beverland, Michael B.
6
Ewing, Michael
6
Frow, Pennie
6
Johnson, Jeff S.
6
Lacoste, Sylvie
6
Matthyssens, Paul
6
Mitręga, Maciej
6
Mohan, Mayoor
6
Mouzas, Stefanos
6
Möller, K. E. Kristian
6
Nyadzayo, Munyaradzi W.
6
O'Cass, Aron
6
Payne, Adrian
6
Ruyter, Ko de
6
Andersen, Poul Houman
5
Davies, Iain A.
5
Dwivedi, Yogesh Kumar
5
Haas, Alexander
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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 marketing theory and practice
1
Journal of personal selling & sales management : JPSSM
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
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:
2
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:
3
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:
4
Developing an eco-capability through environmental orientation and organizational innovativeness
Gabler, Colin B.
;
Richey, Robert Glenn <Jr.>
;
Rapp, Adam
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 151-161
Persistent link: https://www.econbiz.de/10010530561
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 …
51
(
2015
),
pp. 100-114
Persistent link: https://www.econbiz.de/10011422779
Saved in:
6
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:
7
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:
8
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:
9
Challenges of CRM implementation in business-to-business markets : a contingency perspective
Ahearne, Michael
;
Rapp, Adam
;
Mariadoss, Babu John
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 117-129
Persistent link: https://www.econbiz.de/10009505513
Saved in:
10
Linking performance outcomes to salesperson organizational citizenship behavior in an industrial sales setting
Marshall, Greg W.
;
Moncrief, William C.
;
Lassk, Felicia G.
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
4
,
pp. 491-501
Persistent link: https://www.econbiz.de/10009680320
Saved in:
1
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