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Gender issues in key account management research : a systematic literature review and avenues for future research
Ivens, Björn Sven - In: Industrial marketing management : the international … 111 (2023), pp. 81-96
Persistent link: https://www.econbiz.de/10014368324
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Firm-internal key account management networks : framework, case study, avenues for future research
Ivens, Björn Sven; Pardo, Catherine; Niersbach, Barbara; … - In: Industrial marketing management : the international … 58 (2016), pp. 102-113
Persistent link: https://www.econbiz.de/10011549373
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Differentiation and alignment in KAM implementation
Pardo, Catherine; Ivens, Björn Sven; Wilson, Kevin - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1136-1145
Persistent link: https://www.econbiz.de/10010439594
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Key account management as a firm capability
Ivens, Björn Sven; Leischnig, Alexander; Pardo, Catherine - In: Industrial marketing management : the international … 74 (2018), pp. 39-49
Persistent link: https://www.econbiz.de/10011942229
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Mind the gap : a process model for diagnosing barriers to key account management implementation
Leischnig, Alexander; Ivens, Björn Sven; Niersbach, Barbara - In: Industrial marketing management : the international … 70 (2018), pp. 58-67
Persistent link: https://www.econbiz.de/10011863786
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Organizing for value appropriation : configurations and performance outcomes of price management
Bukert, Michael; Ivens, Björn Sven; Young, Louise - In: Industrial marketing management : the international … 61 (2017), pp. 194-209
Persistent link: https://www.econbiz.de/10011704353
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Relationship keyness : the underlying concept for different forms of key relationship management
Ivens, Björn Sven; Pardo, Catherine; Salle, Robert; … - In: Industrial marketing management : the international … 38 (2009) 5, pp. 513-519
Persistent link: https://www.econbiz.de/10003871825
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Revisiting the norm concept in relational governance
Ott, Christoph M.; Ivens, Björn Sven - In: Industrial marketing management : the international … 38 (2009) 6, pp. 577-583
Persistent link: https://www.econbiz.de/10003889375
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Organizing and integrating marketing and purchasing in business markets : an introduction to the special issue, issues and implications
Ivens, Björn Sven; Pardo, Catherine; Tunisini, Annalisa - In: Industrial marketing management : the international … 38 (2009) 8, pp. 851-856
Persistent link: https://www.econbiz.de/10003924742
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Governance mechanisms in domestic and international buyer-supplier relationships : an empirical study
Burkert, Michael; Ivens, Björn Sven; Shan, Jialu - In: Industrial marketing management : the international … 41 (2012) 3, pp. 544-556
Persistent link: https://www.econbiz.de/10009546583