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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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Changes in sales call frequency: a longitudinal examination of the consequences in the supplier-customer relationship
Román, Sergio; Martín, Pedro J. - In: Industrial marketing management : the international … 37 (2008) 5, pp. 554-564
Persistent link: https://www.econbiz.de/10003736671
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Performance implications of distributor effectiveness, trust, and culture in import channels of distribution
Nevins, Jennifer L.; Money, R. Bruce - In: Industrial marketing management : the international … 37 (2008) 1, pp. 46-58
Persistent link: https://www.econbiz.de/10003650412
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Sharing of selling functions in distribution channels and distributor outcomes : the role of solution selling capabilities and uncertainty
Sa Vinhas, Alberto - In: Industrial marketing management : the international … 114 (2023), pp. 271-285
Persistent link: https://www.econbiz.de/10014433435
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Motivating the industrial sales force in the sales forecasting process
Byrne, Teresa M. McCarthy; Moon, Mark A.; Mentzer, John T. - In: Industrial marketing management : the international … 40 (2011) 1, pp. 128-138
Persistent link: https://www.econbiz.de/10008907882
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Power symmetry and the development of trust in interdependent relationships : the mediating role of goal congruence
Cuevas, Javier Marcos; Julkunen, Saara; Gabrielsson, Mika - In: Industrial marketing management : the international … 48 (2015), pp. 149-159
Persistent link: https://www.econbiz.de/10011346697
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Applying a relationship marketing perspective to B2B trade fairs : the role of socialization episodes
Sarmento, Maria; Simões, Cláudia; Farhangmehr, Minoo - In: Industrial marketing management : the international … 44 (2015), pp. 131-141
Persistent link: https://www.econbiz.de/10010481956
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Antecedents and consequences of the quality of e-customer-to-customer interactions in B2B communities
Bruhn, Manfred; Schnebelen, Stefanie; Schäfer, Daniela B. - In: Industrial marketing management : the international … 43 (2014) 1, pp. 164-176
Persistent link: https://www.econbiz.de/10010359357
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Development of special forms of B2B relationships : examining the role of interpersonal liking in developing Guanxi and Et-Moone relationships
Abosag, Ibrahim; Naudé, Peter - In: Industrial marketing management : the international … 43 (2014) 6, pp. 887-896
Persistent link: https://www.econbiz.de/10010410714
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Conscientious enterprises : the role of decision makers' social identity and the preference to engage in B2B relationships
Vallaster, Christine; Cesinger, Beate; Niemand, Thomas; … - In: Industrial marketing management : the international … 111 (2023), pp. 216-228
Persistent link: https://www.econbiz.de/10014369264