Narrow search
Showing 1 - 10 of 156
Cover Image
The impact of service worker personal resources on relationship quality in business solutions
Prior, Daniel D. - In: Industrial marketing management : the international … 53 (2016), pp. 216-225
Persistent link: https://www.econbiz.de/10011448290
Cover Image
SOCO's impact on individual sales performance : the integration of selling skills as a missing link
Wachner, Trent; Plouffe, Christopher R.; Grégoire, Yany - In: Industrial marketing management : the international … 38 (2009) 1, pp. 32-44
Persistent link: https://www.econbiz.de/10003810414
Cover Image
Relationship management : a sales role, or a state of mind? : an investigation of functions and attitudes across a business-to-business sales force
Davies, Iain A.; Ryals, Lynette J.; Holt, Sue - In: Industrial marketing management : the international … 39 (2010) 7, pp. 1049-1062
Persistent link: https://www.econbiz.de/10008668712
Cover Image
Boundary spanner multi-faceted role ambiguity and burnout : an exploratory study
Ambrose, Scott C.; Rutherford, Brian N.; Shepherd, C. David - In: Industrial marketing management : the international … 43 (2014) 6, pp. 1070-1078
Persistent link: https://www.econbiz.de/10010410581
Cover Image
Internet integration into the industrial selling process: a step-by-step approach
Long, Mary M.; Tellefsen, Thomas; Lichtenthal, J. David - In: Industrial marketing management : the international … 36 (2007) 5, pp. 676-689
Persistent link: https://www.econbiz.de/10003483621
Cover Image
Expanding the sales professional's role: a strategic re-orientation?
Flaherty, Karen E.; Pappas, James M. - In: Industrial marketing management : the international … 38 (2009) 7, pp. 806-813
Persistent link: https://www.econbiz.de/10003893193
Cover Image
Customer involvement in new product development in B2B : the role of sales
La Rocca, Antonella; Moscatelli, Paolo; Perna, Andrea; … - In: Industrial marketing management : the international … 58 (2016), pp. 45-57
Persistent link: https://www.econbiz.de/10011549366
Cover Image
Delegating slotting allowance authority to the sales force
Rowe, William J.; Skinner, Steven J. - In: Industrial marketing management : the international … 57 (2016), pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
Cover Image
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
Hunter, Gary K.; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 50 (2015), pp. 162-179
Persistent link: https://www.econbiz.de/10011411723
Cover Image
The use of social media in sales : individual and organizational antecedents, and the role of customer engagement in social media
Guesalaga, Rodrigo - In: Industrial marketing management : the international … 54 (2016), pp. 71-79
Persistent link: https://www.econbiz.de/10011478719