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Navigating crisis from the backseat? : how top managers can support radical change initiatives by middle managers
Heyden, Mariano L. M.; Wilden, Ralf; Wise, Chelsea - In: Industrial marketing management : the international … 88 (2020), pp. 305-313
Persistent link: https://www.econbiz.de/10012285368
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Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu; Parvinen, Petri; Rollins, Minna - In: Industrial marketing management : the international … 45 (2015), pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
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A multidimensional perspective of business-to-business sales success : a meta-analytic review
Ohiomah, Alhassan; Benyoucef, Morad; Andreev, Pavel - In: Industrial marketing management : the international … 90 (2020), pp. 435-452
Persistent link: https://www.econbiz.de/10012321908
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Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.; Guenzi, Paolo; Borgh, Michel van der - In: Industrial marketing management : the international … 64 (2017), pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
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Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel; Plouffe, Christopher R.; Vieira, … - In: Industrial marketing management : the international … 113 (2023), pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
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Mobilizing crisis management networks : entrepreneurial behavior in turbulent contexts
Hermes, Jan W. S.; Mainela, Tuija - In: Industrial marketing management : the international … 43 (2014) 6, pp. 967-976
Persistent link: https://www.econbiz.de/10010410612
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Managing the sales force through the unexpected exogenous COVID-19 crisis
Hartmann, Nathaniel N.; Lussier, Bruno - In: Industrial marketing management : the international … 88 (2020), pp. 101-111
Persistent link: https://www.econbiz.de/10012285340
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The Coronavirus crisis in B2B settings : crisis uniqueness and managerial implications based on social exchange theory
Mora Cortez, Roberto; Johnston, Wesley J. - In: Industrial marketing management : the international … 88 (2020), pp. 125-135
Persistent link: https://www.econbiz.de/10012285342
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Using design thinking to respond to crises : B2B lessons from the 2020 COVID-19 pandemic
Cankurtaran, Pinar; Beverland, Michael B. - In: Industrial marketing management : the international … 88 (2020), pp. 255-260
Persistent link: https://www.econbiz.de/10012285362
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Business of business is more than business : managing during the Covid crisis
Sheth, Jagdish N. - In: Industrial marketing management : the international … 88 (2020), pp. 261-264
Persistent link: https://www.econbiz.de/10012285363