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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~person:"Bonney, Leff"
~person:"Johnson, Jeff S."
~subject:"Salespeople"
~type_genre:"Article in journal"
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Salespeople
Verkaufspersonal
9
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7
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3
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3
Verkaufsförderung
3
B-to-B-Marketing
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Sales-marketing interface
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Bonney, Leff
Johnson, Jeff S.
Plouffe, Christopher R.
10
Agnihotri, Raj
8
Chaker, Nawar N.
6
Lussier, Bruno
6
Panagopoulos, Nikolaos G.
6
Rangarajan, Deva
6
Hartmann, Nathaniel N.
5
Nowlin, Edward L.
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Sharma, Arun
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Terho, Harri
5
Flaherty, Karen E.
4
Guenzi, Paolo
4
Hochstein, Bryan
4
Itani, Omar S.
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Ulaga, Wolfgang
4
Anaza, Nwamaka A.
3
Bande, Belén
3
Beeler, Lisa L.
3
Bush, Alan J.
3
Dingus, Rebecca
3
Fernández-Ferrín, Pilar
3
Friend, Scott B.
3
Haas, Alexander
3
Hochstein, Bryan W.
3
Krush, Michael T.
3
Moncrief, William C.
3
Nijssen, E. J.
3
Syam, Niladri
3
Bagozzi, Richard P.
2
Barclay, Donald W.
2
Borgh, Michel van der
2
Cardinali, Silvio
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Chen, Annie Huiling
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Curasi, Carolyn Folkman
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Dubinsky, Alan J.
2
Eggert, Andreas
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Gilliam, David A.
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
9
Journal of business research : JBR
2
Journal of marketing theory and practice
2
Journal of the Academy of Marketing Science
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing education : JME
1
Journal of service research
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ECONIS (ZBW)
9
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1
The sales-marketing interface : a systematic literature review and directions for future research
Biemans, Wim G.
;
Malshe, Avinash
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 324-337
Persistent link: https://www.econbiz.de/10013259090
Saved in:
2
The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff
;
Beeler, Lisa L.
;
Johnson, Ross W.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
Saved in:
3
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
Saved in:
4
Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
Bonney, Leff
;
Hochstein, Bryan
;
Christenson, Brett
; …
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 152-166
Persistent link: https://www.econbiz.de/10012212130
Saved in:
5
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
6
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:
7
Getting business-to-business salespeople to implement strategies associated with introducing new products and services
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 137-149
Persistent link: https://www.econbiz.de/10011707097
Saved in:
8
Understanding the sales-marketing interface dysfunction experience in business-to-business firms : a matter of perspective
Malshe, Avinash
;
Johnson, Jeff S.
;
Viio, Paul
- In:
Industrial marketing management : the international …
63
(
2017
),
pp. 145-157
Persistent link: https://www.econbiz.de/10011730144
Saved in:
9
"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:
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