Narrow search
Showing 1 - 10 of 148
Cover Image
Multiple parties behind and across the table : a role-play simulation of parallel, competitive order negotiations for training B2B sales professionals
Geiger, Ingmar; Bischoff, Lena; Vogler, Thilo - In: Industrial marketing management : the international … 103 (2022), pp. 170-182
Persistent link: https://www.econbiz.de/10013255672
Cover Image
You've lost that learning feeling : drivers and drawbacks of channel partner disengagement with sales training
Satornino, Cinthia B.; Pelser, Jan; Wetzels, Martin; … - In: Industrial marketing management : the international … 113 (2023), pp. 258-276
Persistent link: https://www.econbiz.de/10014433589
Cover Image
Impact of ethics training and audits on the relationship quality of business-to-business partners in sharing economy
Bag, Surajit; Gupta, Shivam; Srivastava, Gautam; … - In: Industrial marketing management : the international … 107 (2022), pp. 120-133
Persistent link: https://www.econbiz.de/10014230647
Cover Image
Challenges in sustainability transitions in B2B firms and the role of corporate entrepreneurship in responding to crises created by the pandemic
Tandon, Anushree; Chaudhary, Sanjay; Nijjer, Shivinder; … - In: Industrial marketing management : the international … 118 (2024), pp. 93-109
Persistent link: https://www.econbiz.de/10014531709
Cover Image
Customer retention : a source of value for serial acquirers
Degbey, William Y. - In: Industrial marketing management : the international … 46 (2015), pp. 11-23
Persistent link: https://www.econbiz.de/10011286983
Cover Image
Depth and breadth of external knowledge search and performance : the mediating role of absorptive capacity
Ferreras-Méndez, José Luis; Newell, Sue; … - In: Industrial marketing management : the international … 47 (2015), pp. 86-97
Persistent link: https://www.econbiz.de/10011313560
Cover Image
Is more supply chain integration always beneficial to financial performance?
Zhao, Gang; Feng, Taiwen; Wang, Dan - In: Industrial marketing management : the international … 45 (2015), pp. 162-172
Persistent link: https://www.econbiz.de/10010530559
Cover Image
Salesperson competitive intelligence and performance : the role of product knowledge and sales force automation usage
Mariadoss, Babu John; Milewicz, Chad; Lee, Sangwon; … - In: Industrial marketing management : the international … 43 (2014) 1, pp. 136-145
Persistent link: https://www.econbiz.de/10010359363
Cover Image
Examining sustainability performance in the supply chain : the case of the Greek dairy sector
Bourlakis, Michael; Maglaras, George; Gallear, David; … - In: Industrial marketing management : the international … 43 (2014) 1, pp. 56-66
Persistent link: https://www.econbiz.de/10010359374
Cover Image
The influence of an optimal control system on salesperson performance and championing
Flaherty, Karen E.; Pappas, James M.; Allison, Lee - In: Industrial marketing management : the international … 43 (2014) 2, pp. 304-311
Persistent link: https://www.econbiz.de/10010364521