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~isPartOf:"The journal of personal selling & sales management : JPSSM"
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B-to-B-Marketing
19
Business-to-business marketing
19
Salespeople
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Verkaufspersonal
11
Beziehungsmarketing
8
Lieferantenmanagement
8
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relationship marketing
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sales management
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trust
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Brown, Gene
2
Chakrabarty, Subhra
2
Ingram, Thomas N.
2
Lassk, Felicia G.
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Rapp, Adam
2
Widing, Robert E.
2
Agnihotri, Raj
1
Ahearne, Michael
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Amin, Mohammad Sakif
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Anderson, Erin
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Bachrach, Daniel G.
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Berthon, Pierre R.
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Friend, Scott B.
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Ganesan, Shankar
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Graça, Sandra S.
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Halvorson, Wade
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Hansen, John D.
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Hoffman, K. Douglas
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Jiang, Yang
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Kashyp, Rajiv
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Kothandaraman, Prabakar
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LaForge, Raymond W.
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Mariadoss, Babu John
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The journal of personal selling & sales management : JPSSM
Industrial marketing management : the international journal for industrial and high-tech firms
611
The journal of business & industrial marketing
235
Journal of business-to-business marketing
126
Journal of business research : JBR
100
SpringerLink / Bücher
89
Handbook of business-to-business marketing
35
Springer eBook Collection
34
Journal of marketing
33
B-to-B-Markenführung : Grundlagen, Konzepte, Best Practice
27
Research
25
Journal of the Academy of Marketing Science
22
Springer eBook Collection / Business and Economics
22
Gabler Edition Wissenschaft
21
Harvard-Business-Manager : das Wissen der Besten
18
Business-to-Business-Kommunikation : neue Entwicklungen im B-to-B-Marketing
17
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
17
Marketing intelligence & planning
16
Europäische Hochschulschriften / 5
15
Harvard business review : HBR
15
Innovation in pricing : contemporary theories and best practices
15
Investitionsgüter- und High-Tech-Marketing (ITM) : erprobte Instrumentarien, Erfolgsbeispiele, Problemlösungen
15
Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management
15
Business-to-Business-Marketing
14
European journal of marketing : EJM
14
essentials
14
Gabler Edition Wissenschaft / Business-to-Business-Marketing
13
Journal of customer behaviour
13
Journal of personal selling & sales management : JPSSM
13
Innovationen für das Industriegütermarketing : Festschrift für Professor Dr. Dr. h. c. Klaus Backhaus zum 60. Geburtstag
12
Journal of business market management : JBM
12
Journal of strategic marketing
12
Journal of marketing management : MM
11
Journal of marketing theory and practice
11
Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
11
Psychology & marketing
10
The service industries journal
10
B2B-Handbuch Operations Management : Industriegüter erfolgreich vermarkten
9
Brand the Future : systematische Markenentwicklung im B2B
9
Field guide to case study research in business-to-business marketing and purchasing
9
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1
On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Richards, Keith A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
Saved in:
2
Familiarity breeds contempt : perceived service and sales complacency in business-to-business relationships
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 42-60
Persistent link: https://www.econbiz.de/10011690133
Saved in:
3
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
4
A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.
;
Lund, Donald J.
;
DeCarlo, Thomas E.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
Saved in:
5
B2B commitment building in emerging markets : the case of Brazil
Graça, Sandra S.
;
Barry, James M.
;
Doney, Patricia M.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 105-125
Persistent link: https://www.econbiz.de/10011515677
Saved in:
6
The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China
Newell, Stephen J.
;
Wu, Bob T.
;
Thaweephan Leingpibul
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 160-173
Persistent link: https://www.econbiz.de/10011515690
Saved in:
7
Salespeople as knowledge brokers : a review and critique of the challenger sales model
Rapp, Adam
;
Bachrach, Daniel G.
;
Panagopoulos, Nikolaos
; …
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
4
,
pp. 245-259
Persistent link: https://www.econbiz.de/10010431573
Saved in:
8
The IPS-EQ model : interpersonal skills and emotional intelligence in a sales process
Borg, Susanne Wiatr
;
Johnston, Wesley J.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
1
,
pp. 39-51
Persistent link: https://www.econbiz.de/10009717207
Saved in:
9
Distinguishing between the roles of customer-oriented selling and adaptive selling in managing dysfunctional conflict in buyer-seller relationships
Chakrabarty, Subhra
;
Brown, Gene
;
Widing, Robert E.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
3
,
pp. 245-260
Persistent link: https://www.econbiz.de/10009776528
Saved in:
10
Bringing "social" into sales : the impact of salespeople's social media use on service behaviors and value creation
Agnihotri, Raj
;
Kothandaraman, Prabakar
;
Kashyp, Rajiv
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
3
,
pp. 333-348
Persistent link: https://www.econbiz.de/10009579256
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