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Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert; Rangarajan, Deva; Sharma, Arun; … - In: Industrial marketing management : the international … 62 (2017), pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
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Waiting for a sales renaissance in the fourth industrial revolution : machine learning and artificial intelligence in sales research and practice
Syam, Niladri; Sharma, Arun - In: Industrial marketing management : the international … 69 (2018), pp. 135-146
Persistent link: https://www.econbiz.de/10011822547
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Personal selling and the purchasing function : where do we go from here?
Paesbrugghe, Bert; Sharma, Arun; Rangarajan, Deva; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 123-143
Persistent link: https://www.econbiz.de/10011936261
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Sustainability research in business-to-business markets : an agenda for inquiry
Sharma, Arun - In: Industrial marketing management : the international … 88 (2020), pp. 323-329
Persistent link: https://www.econbiz.de/10012285370
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Returns on key accounts : do the results justify the expenditures?
Sharma, Arun; Evanschitzky, Heiner - In: The journal of business & industrial marketing 31 (2016) 2, pp. 174-182
Persistent link: https://www.econbiz.de/10011486481
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What personal selling and sales management recommendations from developed markets are relevant in emerging markets?
Sharma, Arun - In: The journal of personal selling & sales management : JPSSM 36 (2016) 2, pp. 89-104
Persistent link: https://www.econbiz.de/10011515672
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Innovation from emerging market firms : what happens when market ambitions meet technology challenges?
Sharma, Arun; Jha, Subhash - In: The journal of business & industrial marketing 31 (2016) 4, pp. 507-518
Persistent link: https://www.econbiz.de/10011496555
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Planning merchandising decisions to account for regional and product assortment differences
Grewal, Dhruv; Levy, Michael; Mehrotra, Anuj; Sharma, Arun - In: Data envelopment analysis : a handbook of empirical …, (pp. 469-490). 2016
Persistent link: https://www.econbiz.de/10011474805
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Evaluation of subsidiary marketing performance : combining process and outcome performance metrics
Grewal, Dhruv; Iyer, Gopalkrishnan R.; Kamakura, Wagner A. - In: Data envelopment analysis : a handbook of empirical …, (pp. 491-513). 2016
Persistent link: https://www.econbiz.de/10011474815
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Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva; Sharma, Arun; Lyngdoh, Teidorlang; … - In: Business horizons 64 (2021) 5, pp. 647-658
Persistent link: https://www.econbiz.de/10012990356