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Manufacturers' reliance on channel intermediaries : value drivers in the presence of a direct web channel
Chung, Chiayin; Chatterjee, Sharmila C.; Sengupta, Sanjit - In: Industrial marketing management : the international … 41 (2012) 1, pp. 40-53
Persistent link: https://www.econbiz.de/10009513225
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Effects of personalization and envelope color on response rate, speed and quality among a business population
McCoy, Mairead; Hargie, Owen - In: Industrial marketing management : the international … 36 (2007) 6, pp. 799-809
Persistent link: https://www.econbiz.de/10003507269
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Adding co-creation as an antecedent condition leading to trust in business-to-business relationships
Franklin, Drew; Marshall, Roger - In: Industrial marketing management : the international … 77 (2019), pp. 170-181
Persistent link: https://www.econbiz.de/10012004238
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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 process of evaluating business to business relationships facing dissolution : an SME owner manager perspective
Fleming, Deirdre; Lynch, Patrick; Kelliher, Felicity - In: Industrial marketing management : the international … 58 (2016), pp. 83-93
Persistent link: https://www.econbiz.de/10011549371
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Supplier relationship management capability : a qualification and extension
Forkmann, Sebastian; Henneberg, Stephan; Naudé, Peter; … - In: Industrial marketing management : the international … 57 (2016), pp. 185-200
Persistent link: https://www.econbiz.de/10011549611
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Are knowledge intensive business services really co-produced? : overcoming lack of customer participation in KIBS
Santos, Juliana Bonomi; Spring, Martin - In: Industrial marketing management : the international … 50 (2015), pp. 85-96
Persistent link: https://www.econbiz.de/10011411706
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Power shifts and relationship quality improvement of producer-retailer green channel dyads under government intervention
Sheu, Jiuh Biing - In: Industrial marketing management : the international … 50 (2015), pp. 97-116
Persistent link: https://www.econbiz.de/10011411710
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Tensions and ties in social media networks : towards a model of understanding business relationship development and business performance enhancement through the use of LinkedIn
Quinton, Sarah; Wilson, Damien - In: Industrial marketing management : the international … 54 (2016), pp. 15-24
Persistent link: https://www.econbiz.de/10011478704
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Perspectives on social media ant its use by key account managers
Lacoste, Sylvie - In: Industrial marketing management : the international … 54 (2016), pp. 33-43
Persistent link: https://www.econbiz.de/10011478714