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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Selling"
~subject:"Verkaufspersonal"
~type_genre:"Aufsatz in Zeitschrift"
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Selling
Verkaufspersonal
Physical distribution
15
Vertrieb
15
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6
Lieferantenmanagement
4
Supplier relationship management
4
B-to-B-Marketing
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Capital goods industry
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Aufsatz in Zeitschrift
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Byrne, Teresa M. McCarthy
1
Cadogan, John W.
1
Dacin, Peter A.
1
Dewsnap, Belinda
1
Epler, Rhett T.
1
Friend, Scott B.
1
Hochstein, Bryan W.
1
Ishida, Chiharu
1
Johnson, Jeff S.
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Kadic-Maglajlic, Selma
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Lambe, C. Jay
1
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1
Lichtenthal, J. David
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Marcos Cuevas, Javier
1
Mathis, David
1
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1
Mentzer, John T.
1
Micevski, Milena
1
Moon, Mark A.
1
Murphy, William H.
1
Parvinen, Petri
1
Rollins, Minna
1
Sa Vinhas, Alberto
1
Schmitt, Laurianne
1
Tellefsen, Thomas
1
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1
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
18
Journal of personal selling & sales management
2
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
2
The journal of business & industrial marketing
2
Asia Pacific business review
1
Asian journal of management cases
1
Asian journal of management cases : AJMC
1
Bilanzbuchhalter und Controller : BC ; Fachzeitschrift für Führungskräfte im Finanz- und Rechnungswesen und Controlling ; Organ des Bundesverbandes der Bilanzbuchhalter und Controller e.V., BVBB
1
Business horizons
1
Central European business review : CEBR
1
European journal of operational research : EJOR
1
European research studies : an international multidisciplinary journal with topics in European integration
1
IIMB management review
1
International journal of business excellence : IJBEX
1
International journal of pharmaceutical and healthcare marketing : IJPHM
1
International journal of retail & distribution management
1
International journal of services and operations management : IJSOM
1
Journal of business research : JBR
1
Journal of business-to-business marketing
1
Journal of economics, business and law
1
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
1
Journal of marketing
1
Journal of retailing
1
Journal of strategic marketing
1
Journal of the Academy of Marketing Science
1
Journal of the Operational Research Society
1
MSI reports : working paper series
1
Revue française du marketing
1
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
1
South Asian journal of management : SAJM
1
Strategic outsourcing : an International journal
1
The journal of corporate accounting & finance
1
The marketing review
1
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ECONIS (ZBW)
10
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1
Sharing of selling functions in distribution channels and distributor outcomes : the role of solution selling capabilities and uncertainty
Sa Vinhas, Alberto
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 271-285
Persistent link: https://www.econbiz.de/10014433435
Saved in:
2
Do salesforce management systems actually drive salesperson intentions?
Epler, Rhett T.
;
Schmitt, Laurianne
;
Mathis, David
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 42-57
Persistent link: https://www.econbiz.de/10014433598
Saved in:
3
Flexibility in marketing & sales interfacing processes
Dewsnap, Belinda
;
Micevski, Milena
;
Cadogan, John W.
; …
- In:
Industrial marketing management : the international …
91
(
2020
),
pp. 285-300
Persistent link: https://www.econbiz.de/10012422224
Saved in:
4
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:
5
The transformation of professional selling : implications for leading the modern sales organization
Marcos Cuevas, Javier
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 198-208
Persistent link: https://www.econbiz.de/10011822573
Saved in:
6
Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
Saved in:
7
Motivating the industrial sales force in the sales forecasting process
Byrne, Teresa M. McCarthy
;
Moon, Mark A.
;
Mentzer, John T.
- In:
Industrial marketing management : the international …
40
(
2011
)
1
,
pp. 128-138
Persistent link: https://www.econbiz.de/10008907882
Saved in:
8
Self-managing selling teams and team performance : the complementary roles of empowerment and control
Lambe, C. Jay
;
Webb, Kevin L.
;
Ishida, Chiharu
- In:
Industrial marketing management : the international …
38
(
2009
)
1
,
pp. 5-16
Persistent link: https://www.econbiz.de/10003810410
Saved in:
9
Sales contest research : business and individual differences factors affecting intentions to pursue contest goals
Murphy, William H.
;
Dacin, Peter A.
- In:
Industrial marketing management : the international …
38
(
2009
)
1
,
pp. 109-118
Persistent link: https://www.econbiz.de/10003810428
Saved in:
10
Internet integration into the industrial selling process: a step-by-step approach
Long, Mary M.
;
Tellefsen, Thomas
;
Lichtenthal, J. David
- In:
Industrial marketing management : the international …
36
(
2007
)
5
,
pp. 676-689
Persistent link: https://www.econbiz.de/10003483621
Saved in:
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