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Preliminary investigation of entertainment strategies involving alcohol : implications for professional sales education and training in business markets
Rodriguez, Michael; Honeycutt, Earl D.; Ragland, Charles - In: Journal of business-to-business marketing 22 (2015) 4, pp. 257-268
Persistent link: https://www.econbiz.de/10011432738
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The transition from product to solution selling : the role and organization of employees engaged in current business
Levihn, Ulrika; Levihn, Fabian - In: Journal of business-to-business marketing 23 (2016) 3, pp. 207-219
Persistent link: https://www.econbiz.de/10011606388
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Investigating the moderating effects of perceived technological change on sales force acceptance
Obal, Michael W.; Morgan, Todd - In: Journal of business-to-business marketing 25 (2018) 4, pp. 319-338
Persistent link: https://www.econbiz.de/10011956318
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Impact of CRM technology on sales process behaviors : empirical results from US, Europe, and Asia
Rodriguez, Michael; Peterson, Robert M.; Krishnan, … - In: Journal of business-to-business marketing 25 (2018) 1, pp. 1-10
Persistent link: https://www.econbiz.de/10011847802
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Learning-oriented sales management control : the case of a pharmaceutical company
Matsuo, Makoto; Hayakawa, Katsuo; Takashima, Katsuyoshi - In: Journal of business-to-business marketing 20 (2013) 1, pp. 21-31
Persistent link: https://www.econbiz.de/10009738735
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The impact of guanxi on ethical perceptions : the case of Taiwanese salespeople
Huang, Wen-yeh; Huang, Ching-yun; Dubinsky, Alan J. - In: Journal of business-to-business marketing 21 (2014) 1, pp. 1-17
Persistent link: https://www.econbiz.de/10010343533
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Conceptualization and integration of marketing intelligence : the case of an industrial manufacturer
Helm, Roland; Krinner, Stephanie; Schmalfuß, Martin - In: Journal of business-to-business marketing 21 (2014) 4, pp. 237-255
Persistent link: https://www.econbiz.de/10010478073
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B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils; Rodríguez, Rocío; Svensson, Göran; … - In: Journal of business-to-business marketing 28 (2021) 3, pp. 265-281
Persistent link: https://www.econbiz.de/10012802187
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The role of salespeople in value co-creation and its impact on sales performance
Alnakhli, Hayam; Inyang, Aniefre Eddie; Itani, Omar S. - In: Journal of business-to-business marketing 28 (2021) 4, pp. 347-367
Persistent link: https://www.econbiz.de/10012802196
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In defense of challenger marketing
Lim, Weng Marc - In: Journal of business-to-business marketing 27 (2020) 4, pp. 397-406
Persistent link: https://www.econbiz.de/10012392048