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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~person:"Comer, Lucette B."
~person:"Friend, Scott B."
~person:"Mulki, Jay P."
~person:"Panagopoulos, Nikolaos G."
~type:"article"
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Search: subject_exact:"Verkaufsleiter"
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Salespeople
10
Verkaufspersonal
10
Selling
6
Verkauf
6
B-to-B-Marketing
3
Business-to-business marketing
3
Sales performance
3
Absatz
2
Beziehungsmarketing
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Erfolgsfaktor
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Relationship marketing
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Verkaufsförderung
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Arbeitsgruppe
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Customer-oriented selling
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Ethik
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Comer, Lucette B.
Friend, Scott B.
Mulki, Jay P.
Panagopoulos, Nikolaos G.
Plouffe, Christopher R.
10
Agnihotri, Raj
8
Chaker, Nawar N.
6
Lussier, Bruno
6
Rangarajan, Deva
6
Hartmann, Nathaniel N.
5
Johnson, Jeff S.
5
Nowlin, Edward L.
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Terho, Harri
5
Bonney, Leff
4
Flaherty, Karen E.
4
Guenzi, Paolo
4
Hochstein, Bryan
4
Itani, Omar S.
4
Sharma, Arun
4
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
Haas, Alexander
3
Hochstein, Bryan W.
3
Krush, Michael T.
3
Moncrief, William C.
3
Nijssen, E. J.
3
Bagozzi, Richard P.
2
Barclay, Donald W.
2
Borgh, Michel van der
2
Cardinali, Silvio
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Chen, Annie Huiling
2
Curasi, Carolyn Folkman
2
Dubinsky, Alan J.
2
Eggert, Andreas
2
Epler, Rhett T.
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Gilliam, David A.
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Grégoire, Yany
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
12
Journal of business research : JBR
10
Journal of marketing theory and practice
3
Journal of personal selling & sales management
3
Journal of marketing
2
Journal of service research
2
Australasian marketing journal
1
Journal of customer behaviour
1
Journal of global marketing
1
Journal of managerial issues : JMI
1
Journal of the Academy of Marketing Science
1
Psychology & marketing
1
The international journal of bank marketing : IJBM
1
The international journal of human resource management
1
The journal of business & industrial marketing
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The journal of business and economic studies
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ECONIS (ZBW)
10
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date (oldest first)
1
Understanding the theory and practice of team selling : an introduction to the special section and recommendations on advancing sales team research
Mullins, Ryan R.
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 1-3
Persistent link: https://www.econbiz.de/10012004131
Saved in:
2
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:
3
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:
4
Boosting sales force morale in highly dynamic, complex markets : the role of job resources
Panagopoulos, Nikolaos G.
;
Hochstein, Bryan
;
Baker, …
- In:
Industrial marketing management : the international …
74
(
2018
),
pp. 237-253
Persistent link: https://www.econbiz.de/10011942346
Saved in:
5
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:
6
Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance
Panagopoulos, Nikolaos G.
;
Ogilvie, Jessica
- In:
Industrial marketing management : the international …
47
(
2015
),
pp. 190-203
Persistent link: https://www.econbiz.de/10011313544
Saved in:
7
Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.
;
Curasi, Carolyn Folkman
;
Boles, James S.
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
Saved in:
8
The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness
Guenzi, Paolo
;
Baldauf, Artur
;
Panagopoulos, Nikolaos G.
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 786-800
Persistent link: https://www.econbiz.de/10010404086
Saved in:
9
Sales force reactions to corporate social responsibility : attributions, outcomes, and the mediating role of organizational trust
Vlachos, Pavlos A.
;
Theotokis, Aristeidis
; …
- In:
Industrial marketing management : the international …
39
(
2010
)
7
,
pp. 1207-1218
Persistent link: https://www.econbiz.de/10008668679
Saved in:
10
Salespeople as information gatherers: associated success factors
Liu, Sandra S.
;
Comer, Lucette B.
- In:
Industrial marketing management : the international …
36
(
2007
)
5
,
pp. 565-574
Persistent link: https://www.econbiz.de/10003483546
Saved in:
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