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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Erfolgsfaktor"
~subject:"Konsumentenverhalten"
~subject:"Sales"
~subject:"United States"
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Erfolgsfaktor
Konsumentenverhalten
Sales
United States
Salespeople
154
Verkaufspersonal
154
Selling
78
Verkauf
78
B-to-B-Marketing
51
Business-to-business marketing
51
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50
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Plouffe, Christopher R.
7
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Bonney, Leff
3
Bush, Alan J.
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3
Hartmann, Nathaniel N.
3
Hochstein, Bryan
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2
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2
Guenzi, Paolo
2
Johnson, Jeff S.
2
La Rocca, Antonella
2
Lussier, Bruno
2
Panagopoulos, Nikolaos G.
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Pappas, James M.
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Peng, Norman
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Rangarajan, Deva
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
50
Journal of business research : JBR
30
The journal of business & industrial marketing
24
Journal of personal selling & sales management
22
Journal of retailing and consumer services
22
Journal of the Academy of Marketing Science
19
International journal of retail & distribution management
11
Journal of business-to-business marketing
10
European journal of marketing : EJM
9
Journal of marketing theory and practice
9
Journal of marketing
8
Journal of retailing
8
Journal of business ethics : JOBE
7
Journal of marketing education : JME
7
Journal of marketing theory and practice : JMTP
7
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
6
Marketing : ZFP ; journal of research and management
5
American journal of business : applying research to practice ; AJB
4
Journal of managerial issues : JMI
4
Journal of marketing management : MM
4
Australasian marketing journal
3
European journal of marketing
3
Gabler Edition Wissenschaft
3
Harvard business review : HBR
3
Harvard-Business-Manager : das Wissen der Besten
3
International journal of electronic marketing and retailing : IJEMR
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Italian journal of marketing : ITJM
3
Journal of customer behaviour
3
Journal of marketing analytics : JMA
3
Journal of marketing channels : ... distribution systems, strategy, and management
3
Journal of marketing research : JMR
3
Journal of service research : JSR
3
Premier reference source
3
Psychology & marketing
3
Quantitative marketing and economics : QME
3
SpringerLink / Bücher
3
The Oxford handbook of strategic sales and sales management
3
The journal of applied business research
3
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ECONIS (ZBW)
51
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51
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1
Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna
;
Metsola, Jaakko
;
Salin, Lotta
; …
- In:
Industrial marketing management : the international …
119
(
2024
),
pp. 238-251
Persistent link: https://www.econbiz.de/10014555774
Saved in:
2
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:
3
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:
4
We are not on the same page : the effects of salesperson trust overestimation on customer satisfaction and relationship performance
Mangus, Stephanie M.
;
Jones, Eli
;
Folse, Judith Anne …
- In:
Industrial marketing management : the international …
109
(
2023
),
pp. 58-70
Persistent link: https://www.econbiz.de/10014282226
Saved in:
5
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:
6
Lone wolf tendency and ethical behaviors in sales : examining the roles of perceived supervisor support and salesperson self-efficacy
Lussier, Bruno
;
Chaker, Nawar N.
;
Hartmann, Nathaniel N.
; …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 304-316
Persistent link: https://www.econbiz.de/10013326927
Saved in:
7
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions
DeCarlo, Thomas E.
;
Hansen, John D.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 35-44
Persistent link: https://www.econbiz.de/10013259003
Saved in:
8
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
9
Looking through the Glassdoor : he stories that B2B salespeople tell
Lam, Joey
;
Mulvey, Michael S.
;
Robson, Karen
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 478-488
Persistent link: https://www.econbiz.de/10013494064
Saved in:
10
The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared
;
Bush, Alan J.
;
Moncrief, William C.
; …
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
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