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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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Do supplier perceptions of buyer fairness lead to supplier sales growth?
Zaefarian, Ghasem; Najafi-Tavani, Zhaleh; Henneberg, Stephan - In: Industrial marketing management : the international … 53 (2016), pp. 160-171
Persistent link: https://www.econbiz.de/10011448092
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An applied theory for marketing industrial services
Grönroos, Christian - In: Industrial marketing management : the international … 8 (1979) 1, pp. 45-50
Persistent link: https://www.econbiz.de/10002547088
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Transactional marketing : an understanding of the industrial marketing process
LaGarce, Raymond; Prell, Arthur E. - In: Industrial marketing management : the international … 7 (1978) 1, pp. 54-59
Persistent link: https://www.econbiz.de/10002450312
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A survey of sales management practices
Dubinsky, Alan J.; Barry, Thomas E. - In: Industrial marketing management : the international … 11 (1982) 2, pp. 133-141
Persistent link: https://www.econbiz.de/10002095452
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Efficiency measures in retentive and expansive marketing of financial services
Jagpal, Harsharanjeet S.; Sudit, Ephraim F. - In: Industrial marketing management : the international … 7 (1978) 6, pp. 423-430
Persistent link: https://www.econbiz.de/10003055082
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Organizational innovativeness and firm performance : does sales management matter?
Groza, Mark D.; Zmich, Louis J.; Rajabi, Reza - In: Industrial marketing management : the international … 97 (2021), pp. 10-20
Persistent link: https://www.econbiz.de/10013206304
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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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Is advertising an underappreciated driver of sales growth in B2B markets? : theoretical perspectives and empirical evidence
Guenther, Miriam; Guenther, Peter - In: Industrial marketing management : the international … 87 (2020), pp. 76-89
Persistent link: https://www.econbiz.de/10012285136
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Boosting sales force morale in highly dynamic, complex markets : the role of job resources
Panagopoulos, Nikolaos G.; Hochstein, Bryan; Baker, … - In: Industrial marketing management : the international … 74 (2018), pp. 237-253
Persistent link: https://www.econbiz.de/10011942346