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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
155
Journal of business research : JBR
136
Journal of marketing
89
The journal of business & industrial marketing
78
Journal of personal selling & sales management
75
Journal of the Academy of Marketing Science
65
Business horizons
56
Journal of retailing and consumer services
50
SpringerLink / Bücher
41
Working paper / National Bureau of Economic Research, Inc.
40
European journal of marketing : EJM
36
NBER working paper series
35
Journal of business-to-business marketing
34
Management science : journal of the Institute for Operations Research and the Management Sciences
33
Harvard-Manager : Periodikum zu Theorie u. Praxis d. Managements
30
Wirtschaftsdienst : Zeitschrift für Wirtschaftspolitik
29
NBER Working Paper
28
The service industries journal
28
Der Bankkaufmann : BK ; Fachmagazin für Bankpraxis und Bankmanagement
27
Journal of marketing research : JMR
27
Journal of retailing
27
Journal of marketing theory and practice
26
Esomar congress
24
Europäische Hochschulschriften / 5
24
Journal of marketing education : JME
22
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
22
Sparkasse : Manager-Magazin für die Sparkassen-Finanzgruppe
22
International journal of forecasting
21
Marketing : ZFP ; journal of research and management
21
Journal of business ethics : JOBE
20
Advances in business and management forecasting
19
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
18
Arbeitspapier / Institut für Marketing, Universität Mannheim
17
California management review
16
European journal of operational research : EJOR
16
IO : Management-Zeitschrift industrielle Organisation
16
IO-Management-Zeitschrift
16
International journal of production economics
16
Jahrbuch der Absatz- und Verbrauchsforschung
16
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ECONIS (ZBW)
161
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1
Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.
;
Curasi, Carolyn Folkman
;
Boles, James S.
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
Saved in:
2
Boosting sales force morale in highly dynamic, complex markets : the role of job resources
Panagopoulos, Nikolaos G.
;
Hochstein, Bryan
;
Baker, …
- In:
Industrial marketing management : the international …
74
(
2018
),
pp. 237-253
Persistent link: https://www.econbiz.de/10011942346
Saved in:
3
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
Saved in:
4
How do the combinations of sales control systems influence sales performance? : the mediating roles of distinct customer-oriented behaviors
Zang, Zhimei
;
Liu, Dong
;
Zheng, Yaqin
;
Chen, Chuanming
- In:
Industrial marketing management : the international …
84
(
2020
),
pp. 287-297
Persistent link: https://www.econbiz.de/10012162594
Saved in:
5
Is advertising an underappreciated driver of sales growth in B2B markets? : theoretical perspectives and empirical evidence
Guenther, Miriam
;
Guenther, Peter
- In:
Industrial marketing management : the international …
87
(
2020
),
pp. 76-89
Persistent link: https://www.econbiz.de/10012285136
Saved in:
6
A multidimensional perspective of business-to-business sales success : a meta-analytic review
Ohiomah, Alhassan
;
Benyoucef, Morad
;
Andreev, Pavel
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 435-452
Persistent link: https://www.econbiz.de/10012321908
Saved in:
7
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
Saved in:
8
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
9
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
Saved in:
10
Delegating slotting allowance authority to the sales force
Rowe, William J.
;
Skinner, Steven J.
- In:
Industrial marketing management : the international …
57
(
2016
),
pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
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