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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"Veröffentlichungen der Professur für Bankwesen an der Universität Leipzig"
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Außendienst
12
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12
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Industrial marketing management : the international journal for industrial and high-tech firms
Veröffentlichungen der Professur für Bankwesen an der Universität Leipzig
The journal of personal selling & sales management : JPSSM
11
Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel
8
Europäische Hochschulschriften / 5
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Journal of marketing theory and practice
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SpringerLink / Bücher
7
The Oxford handbook of strategic sales and sales management
6
Kundenmanagement & Electronic Commerce
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Erfolg für Führungskräfte im Verkauf
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Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
4
Quantitative marketing and economics : QME
4
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
3
Verkaufsleiter-Serie
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Versicherungswirtschaft : Magazin für Führungskräfte und Entscheider
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Vertriebs- und Kundenmanagement : Marketingmethoden im Einsatz
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Bank-Praktiker : rechtssicher, revisionsfest, risikogerecht
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Betriebs- und Wirtschaftsinformatik
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Betriebswirtschaftliche Abhandlungen
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Bochumer wirtschaftswissenschaftliche Studien
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Das Vertriebs-Kolleg : Skripten zur Außendienststeuerung, Organisation und Führung im Vertrieb
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Der Verkaufsberater
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Dissertationen der Universität Wien
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Harvard-Business-Manager : das Wissen der Besten
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Indian pharmaceutical industry : strategies and challenges in formulations marketing
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International journal of pharmaceutical and healthcare marketing : IJPHM
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International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
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Journal of business economics : JBE
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Journal of personal selling & sales management
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Journal of retailing and consumer services
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Journal of the Academy of Marketing Science
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Modellgestützte Personalentscheidungen 9
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OR-Spektrum : quantitative approaches in management
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ECONIS (ZBW)
12
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1
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
Hunter, Gary K.
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
50
(
2015
),
pp. 162-179
Persistent link: https://www.econbiz.de/10011411723
Saved in:
2
Salesperson competitive intelligence and performance : the role of product knowledge and sales force automation usage
Mariadoss, Babu John
;
Milewicz, Chad
;
Lee, Sangwon
; …
- In:
Industrial marketing management : the international …
43
(
2014
)
1
,
pp. 136-145
Persistent link: https://www.econbiz.de/10010359363
Saved in:
3
"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff
;
Plouffe, Christopher R.
;
Wolter, Jeremy
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
Saved in:
4
"It's almost like taking the sales out of selling" : towards a conceptualization of value-based selling in business markets
Terho, Harri
;
Haas, Alexander
;
Eggert, Andreas
;
Ulaga, …
- In:
Industrial marketing management : the international …
41
(
2012
)
1
,
pp. 174-185
Persistent link: https://www.econbiz.de/10009513191
Saved in:
5
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:
6
A multi-nation study of sales manager effectiveness with global implications
Murphy, William H.
;
Li, Ning
- In:
Industrial marketing management : the international …
41
(
2012
)
7
,
pp. 1152-1163
Persistent link: https://www.econbiz.de/10009683354
Saved in:
7
The impact of management commitment alignment on salespersons' adoption of sales force automation technologies : an empirical investigation
Cascio, Robert
;
Mariadoss, Babu John
;
Mouri, Nacef
- In:
Industrial marketing management : the international …
39
(
2010
)
7
,
pp. 1088-1096
Persistent link: https://www.econbiz.de/10008668707
Saved in:
8
Outsourcing the sales process : hiring a mercenery sales force
Rapp, Adam
- In:
Industrial marketing management : the international …
38
(
2009
)
4
,
pp. 411-418
Persistent link: https://www.econbiz.de/10003865356
Saved in:
9
Sales management control level and competencies : antecedents and consequences
Piercy, Nigel
;
Cravens, David W.
;
Lane, Nikala
- In:
Industrial marketing management : the international …
38
(
2009
)
4
,
pp. 459-467
Persistent link: https://www.econbiz.de/10003865365
Saved in:
10
Sales force social exchange in problem resolution situations
Lee, Nick
;
Cadogan, John W.
- In:
Industrial marketing management : the international …
38
(
2009
)
3
,
pp. 355-372
Persistent link: https://www.econbiz.de/10003841152
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