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~person:"Lam, Son K."
~subject:"Business-to-business marketing"
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Business-to-business marketing
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Lam, Son K.
Schmitz, Christian
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Svensson, Göran
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Ahearne, Michael
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Journal of marketing
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Handbook of business-to-business marketing
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ECONIS (ZBW)
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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
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
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