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An impact-oriented implementation approach in business marketing research : introduction to the special issue on "implementing strategies and theories of B2B marketing and sales ma...
Möller, K. E. Kristian; Parvinen, Petri - In: Industrial marketing management : the international … 45 (2015), pp. 3-11
Persistent link: https://www.econbiz.de/10010530588
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Enhancing organizational sensemaking : an examination of the interactive effects of sales capabilities and marketing dashboards
Krush, Michael T.; Agnihotri, Raj; Trainor, Kevin J.; … - In: Industrial marketing management : the international … 42 (2013) 5, pp. 824-835
Persistent link: https://www.econbiz.de/10010211301
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Flexibility in marketing & sales interfacing processes
Dewsnap, Belinda; Micevski, Milena; Cadogan, John W.; … - In: Industrial marketing management : the international … 91 (2020), pp. 285-300
Persistent link: https://www.econbiz.de/10012422224
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Interfacing and customer-facing : sales and marketing selling centers
Johnson, Jeff S.; Matthes, Joseph M.; Friend, Scott B. - In: Industrial marketing management : the international … 77 (2019), pp. 41-56
Persistent link: https://www.econbiz.de/10012004135
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Managing salespeople strategically when promoting new products : incorporating market orientation into a sales management control framework
Chen, Annie Huiling; Peng, Norman; Hung, Kuang-Peng - In: Industrial marketing management : the international … 51 (2015), pp. 141-149
Persistent link: https://www.econbiz.de/10011422801
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Managing salespeople strategically when promoting new products : incorporating market orientation into a sales management control framework
Chen, Annie Huiling; Peng, Norman; Hung, Huang-Peng - In: Industrial marketing management : the international … 47 (2015), pp. 147-155
Persistent link: https://www.econbiz.de/10011313551
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Special section on from strategy frameworks to value-in-use : implementing strategies and theories of B2B marketing and sales management
Parvinen, Petri; Möller, K. E. Kristian - In: Industrial marketing management : the international … 45 (2015), pp. 3-116
Persistent link: https://www.econbiz.de/10010530551
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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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Identity construction through role and network position
Purchase, Sharon; DaSilva Rosa, Raymond; Schepis, Daniel - In: Industrial marketing management : the international … 54 (2016), pp. 164-175
Persistent link: https://www.econbiz.de/10011478786
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When to outsource the sales force for new products
Good, Valerie; Calantone, Roger J. - In: Industrial marketing management : the international … 82 (2019), pp. 106-116
Persistent link: https://www.econbiz.de/10012128002