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~person:"Flaherty, Karen E."
~person:"Gordon, Geoffrey L."
~person:"Lam, Son K."
~subject:"Business-to-business marketing"
~subject:"Kommunikation"
~subject:"United States"
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Business-to-business marketing
Kommunikation
United States
Salespeople
29
Verkaufspersonal
29
Beziehungsmarketing
9
Relationship marketing
9
Selling
8
Verkauf
8
USA
7
B-to-B-Marketing
5
Consumer behaviour
4
Konsumentenverhalten
4
Leistungsmotivation
4
Marketing management
4
Marketingmanagement
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Theorie
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Theory
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Work motivation
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Arbeitsgruppe
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Arbeitsleistung
3
Customer satisfaction
3
Dienstleistungsqualität
3
Job performance
3
Kundenzufriedenheit
3
Lieferantenmanagement
3
Narrative Methode
3
Narrative method
3
Sales promotion
3
Service quality
3
Supplier relationship management
3
Team
3
Verkaufsförderung
3
Arbeitszufriedenheit
2
Betriebsklima
2
Brand image
2
Brand management
2
Cause-Related Marketing
2
Cause-related marketing
2
Communication
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Direct marketing
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Flaherty, Karen E.
Gordon, Geoffrey L.
Lam, Son K.
Schmitz, Christian
9
Svensson, Göran
9
Ahearne, Michael
8
Johnson, Jeff S.
8
Rangarajan, Deva
8
Rodríguez, Rocío
8
Pullins, Ellen
7
Schwepker, Charles H. <Jr.>
7
Agnihotri, Raj
6
Malshe, Avinash
6
Adamson, Brent
5
Alavi, Sascha
5
Bush, Alan J.
5
Dixon, Matthew
5
Friend, Scott B.
5
Habel, Johannes
5
Hughes, Douglas E.
5
Høgevold, Nils M.
5
Itani, Omar S.
5
Mallin, Michael L.
5
Otero-Neira, Carmen
5
Sharma, Arun
5
Sridhar, Shrihari
5
Terho, Harri
5
Arndt, Aaron D.
4
Dingus, Rebecca
4
Dubinsky, Alan J.
4
Evans, Kenneth R.
4
Good, Megan C.
4
Høgevold, Nils
4
Lee, Nick
4
Martin, Jennifer S.
4
Moncrief, William C.
4
Panagopoulos, Nikolaos G.
4
Plouffe, Christopher R.
4
Rutherford, Brian N.
4
Toman, Nicholas
4
Wieseke, Jan
4
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Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of marketing
3
American journal of business : applying research to practice ; AJB
1
Handbook of business-to-business marketing
1
Journal of business research : JBR
1
Journal of the Academy of Marketing Science
1
The international review of retail, distribution and consumer research
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
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ECONIS (ZBW)
13
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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
Investigating firm level drivers of salesperson brand identification
Allison, Lee
;
Flaherty, Karen E.
- In:
Journal of business research : JBR
121
(
2020
),
pp. 154-169
Persistent link: https://www.econbiz.de/10012417335
Saved in:
4
The sales-marketing integration gap : a social identity approach
Sleep, Stefan
;
Lam, Son K.
;
Hulland, John
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 371-390
Persistent link: https://www.econbiz.de/10011976237
Saved in:
5
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Gillespie, Erin Adamson
;
Noble, Stephanie M.
;
Lam, Son K.
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
6
,
pp. 707-725
Persistent link: https://www.econbiz.de/10011614086
Saved in:
6
Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie
;
La Rocca, Antonella
- In:
Industrial marketing management : the international …
46
(
2015
),
pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
Saved in:
7
The influence of an optimal control system on salesperson performance and championing
Flaherty, Karen E.
;
Pappas, James M.
;
Allison, Lee
- In:
Industrial marketing management : the international …
43
(
2014
)
2
,
pp. 304-311
Persistent link: https://www.econbiz.de/10010364521
Saved in:
8
The dimensions of storytelling by retail salespeople
Gilliam, David A.
;
Flaherty, Karen E.
;
Rayburn, Steven W.
- In:
The international review of retail, distribution and …
24
(
2014
)
2
,
pp. 231-241
Persistent link: https://www.econbiz.de/10010367004
Saved in:
9
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:
10
The training of sales managers : current practice
Gordon, Geoffrey L.
;
Sepherd, C. David
;
Lambert, Brian
; …
- In:
The journal of business & industrial marketing
27
(
2012
)
8
,
pp. 659-672
Persistent link: https://www.econbiz.de/10009687253
Saved in:
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