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Control mechanisms, idea transfer, and performance in sales organizations
Flaherty, Karen E.; Pappas, James M. - In: Industrial marketing management : the international … 41 (2012) 5, pp. 841-848
Persistent link: https://www.econbiz.de/10009656242
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Achieving superior organizational performance via big data predictive analytics : a dynamic capability view
Gupta, Shivam; Drave, Vinayak A.; Dwivedi, Yogesh Kumar; … - In: Industrial marketing management : the international … 90 (2020), pp. 581-592
Persistent link: https://www.econbiz.de/10012372721
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The role of supplier performance evaluations in mitigating risk : assessing evaluation processes and behaviors
Hawkins, Timothy G.; Gravier, Michael J.; Muir, William A. - In: Industrial marketing management : the international … 87 (2020), pp. 2-17
Persistent link: https://www.econbiz.de/10012285118
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Sustainably superior versus greenwasher : a scale measure of B2B sustainability positioning
Kapitan, Sommer; Kennedy, Ann-Marie; Berth, Nicole - In: Industrial marketing management : the international … 76 (2019), pp. 84-97
Persistent link: https://www.econbiz.de/10011990735
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Market orientation, positioning strategy and brand performance
Iyer, Pramod; Davari, Arezoo; Zolfagharian, Mohammadali; … - In: Industrial marketing management : the international … 81 (2019), pp. 16-29
Persistent link: https://www.econbiz.de/10012107673
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Social media technology use and salesperson performance : a two study examination of the role of salesperson behaviors, characteristics, and training
Ogilvie, Jessica; Agnihotri, Raj; Rapp, Adam; Trainor, Kevin - In: Industrial marketing management : the international … 75 (2018), pp. 55-65
Persistent link: https://www.econbiz.de/10011963372
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Supplier performance measurement systems : communication and reaction modes
Maestrini, Vieri; Maccarrone, Paolo; Caniato, Federico; … - In: Industrial marketing management : the international … 74 (2018), pp. 298-308
Persistent link: https://www.econbiz.de/10011942385
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Customer reference marketing : conceptualization, measurement and link to selling performance
Terho, Harri; Jalkala, Anne - In: Industrial marketing management : the international … 64 (2017), pp. 175-186
Persistent link: https://www.econbiz.de/10011738522
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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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Developing benchmarks to capture relative performance for sales force incentives decisions : lessons from B2B insurance industry
Agnihotri, Raj; Zhang, Wei - In: Industrial marketing management : the international … 92 (2021), pp. 55-71
Persistent link: https://www.econbiz.de/10012490935