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Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.; Guenzi, Paolo; Borgh, Michel van der - In: Industrial marketing management : the international … 64 (2017), pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
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Dealing with privacy concerns in product-service system selling : value-based selling as fair treatment practice
Nijssen, E. J.; Borgh, Michel van der; Totzek, Dirk - In: Industrial marketing management : the international … 105 (2022), pp. 60-71
Persistent link: https://www.econbiz.de/10013494036
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Unleash the power of the installed base : identifying cross-selling opportunities from solution offerings
Borgh, Michel van der; Nijssen, E. J.; Schepers, Jeroen … - In: Industrial marketing management : the international … 108 (2023), pp. 122-133
Persistent link: https://www.econbiz.de/10014227547
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Reducing food waste through digital platforms : a quantification of cross-side network effects
Mullick, Shantanu; Raassens, Néomie; Haans, Hans; … - In: Industrial marketing management : the international … 93 (2021), pp. 533-544
Persistent link: https://www.econbiz.de/10012501961
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Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Guenzi, Paolo; Nijssen, E. J. - In: Industrial marketing management : the international … 90 (2020), pp. 346-359
Persistent link: https://www.econbiz.de/10012322086
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Bridging the gap between B2B and B2C : thought leadership in industrial marketing : a systematic literature review and propositions
Neuhaus, Tina; Millemann, Jan Andre; Nijssen, E. J. - In: Industrial marketing management : the international … 106 (2022), pp. 99-111
Persistent link: https://www.econbiz.de/10014226404
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Key trends in business-to-business services marketing strategies : developing a practice-based research agenda
Jong, Ad de; Ruyter, Ko de; Keeling, Debbie Isobel; … - In: Industrial marketing management : the international … 93 (2021), pp. 1-9
Persistent link: https://www.econbiz.de/10012501917
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Moving the needle : publishing academic-practitioner research in Industrial Marketing Management
Borgh, Michel van der; Schäfers, Tobias; Lindgreen, Adam; … - In: Industrial marketing management : the international … 103 (2022), pp. A1-A6
Persistent link: https://www.econbiz.de/10013255660
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Editorial: how to undertake great cross-disciplinary research
Lindgreen, Adam; Di Benedetto, C. Anthony; Brodie, … - In: Industrial marketing management : the international … 90 (2020), pp. A1-A5
Persistent link: https://www.econbiz.de/10012321907
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Identifying, analyzing, and finding solutions to the sales lead black hole : a design science approach
Borgh, Michel van der; Xu, Juan; Sikkenk, Marin - In: Industrial marketing management : the international … 88 (2020), pp. 136-151
Persistent link: https://www.econbiz.de/10012285344