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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~person:"Frey, Bruno S."
~person:"Kraus, Sascha"
~person:"Plouffe, Christopher R."
~type_genre:"Article in journal"
~type_genre:"Sammelwerk"
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Salespeople
10
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10
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6
Verkauf
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4
Sales
4
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4
Business network
3
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1983-2002
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Ambidexterity
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Frey, Bruno S.
Kraus, Sascha
Plouffe, Christopher R.
Lindgreen, Adam
53
Di Benedetto, C. Anthony
46
Naudé, Peter
42
Henneberg, Stephan
40
Ivens, Björn Sven
26
Pardo, Catherine
24
Möller, K. E. Kristian
21
Sharma, Arun
21
Zaefarian, Ghasem
19
Mouzas, Stefanos
18
Eggert, Andreas
17
Johnston, Wesley J.
17
Kleinaltenkamp, Michael
17
Kohtamäki, Marko
17
Keränen, Joona
16
Kowalkowski, Christian
16
LaPlaca, Peter J.
16
Purchase, Sharon
16
Storbacka, Kaj
16
Aarikka-Stenroos, Leena
15
Cova, Bernard
15
Matthyssens, Paul
15
Ritter, Thomas
15
Snehota, Ivan
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Agnihotri, Raj
14
Gebauer, Heiko
14
O'Cass, Aron
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Öberg, Christina
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Andersen, Poul Houman
13
Baraldi, Enrico
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Ford, David
13
La Rocca, Antonella
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Brodie, Roderick J.
12
Medlin, Christopher J.
12
Nenonen, Suvi
12
Terho, Harri
12
Araujo, Luis
11
Corsaro, Daniela
11
Jaakkola, Elina
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of business research : JBR
27
Homo oeconomicus : HOE ; journal of behavioral and institutional economics
19
International entrepreneurship and management journal
16
Technological forecasting & social change : an international journal
16
International journal of entrepreneurial venturing
15
Review of managerial science
15
Public choice
12
International journal of entrepreneurship and small business
11
Journal of institutional and theoretical economics : JITE
11
European journal of international management : EJIM
10
Review of managerial science : RMS
10
International journal of entrepreneurship and innovation management
8
European economic review : EER
6
International journal of innovation management
6
International review of economics : journal of civil economy
6
Journal of economic behavior & organization : JEBO
6
Journal of innovation & knowledge : JIK
6
Entrepreneurship and regional development : an international journal
5
Journal of East European management studies : JEEMS
5
Journal of cultural economics
5
Journal of small business strategy
5
Kyklos : international review for social sciences
5
Research policy : policy, management and economic studies of science, technology and innovation
5
The American economic review
5
The Economists' voice
5
The service industries journal
5
Creativity and innovation management
4
Defence and peace economics
4
European journal of political economy
4
European management review : the journal of the European Academy of Management
4
IEEE transactions on engineering management : EM
4
International business and economics research journal
4
International journal of innovation and technology management
4
International journal of technology management : IJTM
4
Journal of economic literature
4
Journal of economic psychology : research in economic psychology and behavioral economics
4
Journal of international business and economics : JIBE
4
Schmalenbach business review : sbr
4
The international journal of entrepreneurship and innovation
4
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ECONIS (ZBW)
15
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15
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1
Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan
;
Schroeder, Curtis S.
;
Hochstein, Bryan W.
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
2
Unpacking the salesperson's ambidextrous internal network (AIN) : the influence of bridging and bonding social capital on performance growth trajectories
Silva, Juliano Domingues da
;
Plouffe, Christopher R.
; …
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 418-439
Persistent link: https://www.econbiz.de/10014531399
Saved in:
3
Addressing concerns with salesperson competitive psychological climate, sales performance, and turnover intention : the role of threat and learning orientation
Zahn, William J.
;
Peng, Yi
;
Mathis, David
;
Hochstein, …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 143-155
Persistent link: https://www.econbiz.de/10014454867
Saved in:
4
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
5
Social entrepreneurship orientation : drivers of success for start-ups and established industrial firms
Halberstadt, Jantje
;
Niemand, Thomas
;
Kraus, Sascha
; …
- In:
Industrial marketing management : the international …
94
(
2021
),
pp. 137-149
Persistent link: https://www.econbiz.de/10012513142
Saved in:
6
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:
7
Salesperson influence tactics and the buying agent purchase decision : mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orient...
Hartmann, Nathaniel
;
Plouffe, Christopher R.
;
Kohsuwan, …
- In:
Industrial marketing management : the international …
87
(
2020
),
pp. 31-46
Persistent link: https://www.econbiz.de/10012285128
Saved in:
8
Value-creation-capture-equilibrium in new product development alliances : a matter of coopetition, expert power, and alliance importance
Bouncken, Ricarda B.
;
Fredrich, Viktor
;
Ritala, Paavo
; …
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 648-662
Persistent link: https://www.econbiz.de/10012372739
Saved in:
9
A configurational analysis of network and knowledge variables explaining Born Globals' and late internationalizing SMEs' international performance
Hughes, Mathew
;
Cesinger, Beate
;
Cheng, Cheng-Feng
; …
- In:
Industrial marketing management : the international …
80
(
2019
),
pp. 172-187
Persistent link: https://www.econbiz.de/10012064419
Saved in:
10
"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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