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Sales force automation systems : an analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry
Wright, George; Fletcher, Keith; Donaldson, Bill; Lee, … - In: Industrial marketing management : the international … 37 (2008) 8, pp. 992-1004
Persistent link: https://www.econbiz.de/10003793448
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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
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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
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Rhetoric in customer referencing : fortifying sales arguments in two start-up companies
Ruokolainen, Jari; Aarikka-Stenroos, Leena - In: Industrial marketing management : the international … 54 (2016), pp. 188-202
Persistent link: https://www.econbiz.de/10011478793
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Advancing social media driven sales research : establishing conceptual foundations for B-to-B social selling
Ancillai, Chiara; Terho, Harri; Cardinali, Silvio; … - In: Industrial marketing management : the international … 82 (2019), pp. 293-308
Persistent link: https://www.econbiz.de/10012128082
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Salesperson improvisation : antecedents, performance outcomes, and boundary conditions
Banin, Abena Yeboah; Boso, Nathaniel; Hultman, Magnus; … - In: Industrial marketing management : the international … 59 (2016), pp. 120-130
Persistent link: https://www.econbiz.de/10011622838
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How sales strategy translates into performance : the role of salesperson customer orientation and value-based selling
Terho, Harri; Eggert, Andreas; Haas, Alexander; Ulaga, … - In: Industrial marketing management : the international … 45 (2015), pp. 12-21
Persistent link: https://www.econbiz.de/10010530587
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Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie; La Rocca, Antonella - In: Industrial marketing management : the international … 46 (2015), pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
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Service leadership for adaptive selling and effective customer service teams
Wong, Alfred Y.; Liu, Ying; Tjosvold, Dean - In: Industrial marketing management : the international … 46 (2015), pp. 122-131
Persistent link: https://www.econbiz.de/10011286971
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How do the combinations of sales control systems influence sales performance? : the mediating roles of distinct customer-oriented behaviors
Zang, Zhimei; Liu, Dong; Zheng, Yaqin; Chen, Chuanming - In: Industrial marketing management : the international … 84 (2020), pp. 287-297
Persistent link: https://www.econbiz.de/10012162594