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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"Thexis : Fachzeitschrift für Marketing ; Fachzeitschrift für Marketing des Instituts für Marketing und Handel an der Universität St. Gallen"
~subject:"Business-to-business marketing"
~subject:"Distribution channel"
~subject:"Einzelhandel"
~subject:"Physical distribution"
~type_genre:"Article in journal"
~type_genre:"Glossar enthalten"
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Business-to-business marketing
Distribution channel
Einzelhandel
Physical distribution
Vertrieb
18
Salespeople
8
Verkaufspersonal
8
Selling
6
Verkauf
6
Lieferantenmanagement
5
Marketing
5
Supplier relationship management
5
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Adaptive selling
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Capital goods industry
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15
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3
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Biemans, Wim G.
1
Brenčič, Maja Makovec
1
Byrne, Teresa M. McCarthy
1
Cadogan, John W.
1
Dacin, Peter A.
1
Dewsnap, Belinda
1
Epler, Rhett T.
1
Flaherty, Karen E.
1
Friend, Scott B.
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Haase, Kerstin
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Hochstein, Bryan W.
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Ishida, Chiharu
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Johnson, Jeff S.
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Kadic-Maglajlic, Selma
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Klarmann, Martin
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Kolesnik, Nadezda A.
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Krafft, Manfred
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Lambe, C. Jay
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Leach, Mark P.
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Lichtenthal, J. David
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Long, Mary M.
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Malshe, Avinash
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Marcos Cuevas, Javier
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Martín, Pedro J.
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Mathis, David
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Matthes, Joseph M.
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Mentzer, John T.
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Money, R. Bruce
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Rollins, Minna
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Román, Sergio
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Sa Vinhas, Alberto
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Schmitt, Laurianne
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Schögel, Marcus
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Industrial marketing management : the international journal for industrial and high-tech firms
Thexis : Fachzeitschrift für Marketing ; Fachzeitschrift für Marketing des Instituts für Marketing und Handel an der Universität St. Gallen
The journal of personal selling & sales management : JPSSM
25
Controlling & Management review / Sonderheft : ZfCM : Zeitschrift für Controlling & Management
14
Harvard-Business-Manager : das Wissen der Besten
10
International journal of physical distribution & logistics management : IJPD & LM
8
Controller Magazin : Praxiswissen zur Unternehmenssteuerung : Mitgliederzeitschrift des Internationalen Controller Vereins und der RMA Risk Management Association & Rating Association e.V.
7
Controlling : Zeitschrift für erfolgsorientierte Unternehmenssteuerung
7
Die Bank
7
Bank-Praktiker : rechtssicher, revisionsfest, risikogerecht
6
International journal of production economics
5
International journal of retail & distribution management
5
Journal of business economics : JBE
5
Journal of marketing
5
Management science : journal of the Institute for Operations Research and the Management Sciences
5
European journal of operational research : EJOR
4
International journal of production research
4
JMM : the international journal on media management
4
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
4
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
4
The journal of business & industrial marketing
4
Versicherungswirtschaft : Magazin für Führungskräfte und Entscheider
4
Banking and information technology : BIT ; a strategic report for top management
3
Finanzierung, Leasing, Factoring : FLF
3
Journal of operations management
3
Journal of retailing and consumer services
3
Managerial and decision economics : MDE ; the international journal of research and progress in management economics
3
Zeitschrift Führung + Organisation : ZfO
3
Zeitschrift Interne Revision : ZIR ; Fachzeitschrift für Wissenschaft und Praxis
3
Business horizons
2
Die Betriebswirtschaft : DBW
2
Economics of innovation : the case of food industry
2
IM : die Fachzeitschrift für Information, Management und Consulting
2
Interfaces : the INFORMS journal on the practice of operations research
2
International journal of business performance and supply chain modelling : IJBPSCM
2
International journal of procurement management
2
International transactions in operational research : a journal of the International Federation of Operational Research Societies
2
Journal of hospital marketing & public relations
2
Journal of marketing theory and practice : JMTP
2
Journal of personal selling & sales management
2
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ECONIS (ZBW)
18
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1
Sharing of selling functions in distribution channels and distributor outcomes : the role of solution selling capabilities and uncertainty
Sa Vinhas, Alberto
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 271-285
Persistent link: https://www.econbiz.de/10014433435
Saved in:
2
Do salesforce management systems actually drive salesperson intentions?
Epler, Rhett T.
;
Schmitt, Laurianne
;
Mathis, David
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 42-57
Persistent link: https://www.econbiz.de/10014433598
Saved in:
3
Flexibility in marketing & sales interfacing processes
Dewsnap, Belinda
;
Micevski, Milena
;
Cadogan, John W.
; …
- In:
Industrial marketing management : the international …
91
(
2020
),
pp. 285-300
Persistent link: https://www.econbiz.de/10012422224
Saved in:
4
Interfacing and customer-facing : sales and marketing selling centers
Johnson, Jeff S.
;
Matthes, Joseph M.
;
Friend, Scott B.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 41-56
Persistent link: https://www.econbiz.de/10012004135
Saved in:
5
The transformation of professional selling : implications for leading the modern sales organization
Marcos Cuevas, Javier
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 198-208
Persistent link: https://www.econbiz.de/10011822573
Saved in:
6
Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
Saved in:
7
Control mechanisms, idea transfer, and performance in sales organizations
Flaherty, Karen E.
;
Pappas, James M.
- In:
Industrial marketing management : the international …
41
(
2012
)
5
,
pp. 841-848
Persistent link: https://www.econbiz.de/10009656242
Saved in:
8
Motivating the industrial sales force in the sales forecasting process
Byrne, Teresa M. McCarthy
;
Moon, Mark A.
;
Mentzer, John T.
- In:
Industrial marketing management : the international …
40
(
2011
)
1
,
pp. 128-138
Persistent link: https://www.econbiz.de/10008907882
Saved in:
9
Stochastic perspective of industrial distribution network processes
Sheresheva, Marina Y.
;
Kolesnik, Nadezda A.
- In:
Industrial marketing management : the international …
40
(
2011
)
6
,
pp. 979-987
Persistent link: https://www.econbiz.de/10009354625
Saved in:
10
Marketing-sales interface configurations in B2B firms
Biemans, Wim G.
;
Brenčič, Maja Makovec
;
Malshe, Avinash
- In:
Industrial marketing management : the international …
39
(
2010
)
2
,
pp. 183-194
Persistent link: https://www.econbiz.de/10003956044
Saved in:
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