//--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
~person:"Barclay, Donald W."
~person:"Lam, Son K."
~subject:"Lieferantenmanagement"
~subject:"Risiko"
~subject:"Verkaufspersonal"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: subject:"B-to-B-Marketing"
Narrow search
Delete all filters
| 5 applied filters
Year of publication
From:
To:
Subject
All
Lieferantenmanagement
Risiko
Verkaufspersonal
B-to-B-Marketing
5
Business-to-business marketing
5
Salespeople
4
Supplier relationship management
2
Agency theory
1
Arbeitsintensität
1
Arbeitsleistung
1
Buyer advocacy
1
Cognition
1
Cognitive response theory
1
Decision under uncertainty
1
Entscheidung unter Unsicherheit
1
Financial services
1
Finanzdienstleistung
1
High technology
1
Hochtechnologie
1
Job performance
1
Kognition
1
Labour intensity
1
Negotiations
1
Organizational buying
1
Performance measurement
1
Performance-Messung
1
Preismanagement
1
Pricing strategy
1
Prinzipal-Agent-Theorie
1
Relationship marketing
1
Risk
1
Selling
1
Theorie
1
Theory
1
USA
1
United States
1
Verhandlungen
1
Verkauf
1
agency theory
1
business-to-business
1
more ...
less ...
Online availability
All
Undetermined
3
Type of publication
All
Article
5
Type of publication (narrower categories)
All
Article in journal
4
Aufsatz in Zeitschrift
4
Aufsatz im Buch
1
Book section
1
Language
All
English
5
Author
All
Barclay, Donald W.
Lam, Son K.
Svensson, Göran
20
Kleinaltenkamp, Michael
19
Kowalkowski, Christian
12
Ulaga, Wolfgang
12
Naudé, Peter
11
Sharma, Arun
11
Johnston, Wesley J.
10
Rangarajan, Deva
10
Schmitz, Christian
10
Sridhar, Shrihari
10
Agnihotri, Raj
9
Homburg, Christian
9
Keränen, Joona
9
Sharma, Piyush
9
Casidy, Riza
8
Corsaro, Daniela
8
Høgevold, Nils M.
8
Jacob, Frank
8
Rodríguez, Rocío
8
Terho, Harri
8
Ahearne, Michael
7
Backhaus, Klaus
7
Grewal, Rajdeep
7
Mohan, Mayoor
7
Mora Cortez, Roberto
7
Otero-Neira, Carmen
7
Schwepker, Charles H. <Jr.>
7
Brennan, Ross
6
Ehret, Michael
6
Henneberg, Stephan
6
Høgevold, Nils
6
Itani, Omar S.
6
Kindström, Daniel
6
La Rocca, Antonella
6
Lilien, Gary L.
6
Nyadzayo, Munyaradzi W.
6
Parvinen, Petri
6
Roberts-Lombard, Mornay
6
Snehota, Ivan
6
Voeth, Markus
6
more ...
less ...
Published in...
All
Journal of marketing
2
Handbook of business-to-business marketing
1
Industrial marketing management : the international journal for industrial and high-tech firms
1
Journal of the Academy of Marketing Science
1
Source
All
ECONIS (ZBW)
5
Showing
1
-
5
of
5
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
1
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
2
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
3
When it pays to have a friend on the inside : contingent effects of buyer advocacy on B2B suppliers
Lawrence, Justin M.
;
Crecelius, Andrew T.
;
Scheer, Lisa K.
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
5
,
pp. 837-857
Persistent link: https://www.econbiz.de/10012107331
Saved in:
4
Sales force performance : a typology and future research priorities
Ahearne, Michael
;
Lam, Son K.
- In:
Handbook of business-to-business marketing
,
(pp. 496-520)
.
2012
Persistent link: https://www.econbiz.de/10009500124
Saved in:
5
Exploratory navigation and salesperson performance : investigating selected antecedents and boundary conditions in high-technology and financial services contexts
Plouffe, Christopher R.
;
Sridharan, Srinivas
;
Barclay, …
- In:
Industrial marketing management : the international …
39
(
2010
)
4
,
pp. 538-550
Persistent link: https://www.econbiz.de/10003983982
Saved in:
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->