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The strategic role of the sales force : perceptions of senior sales executives
Cron, William L.; Baldauf, Artur; Leigh, Thomas W.; … - In: Journal of the Academy of Marketing Science 42 (2014) 5, pp. 471-489
Persistent link: https://www.econbiz.de/10010417563
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B2B relationship calculus : quantifying resource effects in service-dominant logic
DeLeon, Anthony J.; Chatterjee, Sharmila C. - In: Journal of the Academy of Marketing Science 45 (2017) 3, pp. 402-427
Persistent link: https://www.econbiz.de/10011685005
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In pursuit of an effective B2B digital marketing strategy in an emerging market
Vieira, Valter Afonso; Almeida, Marcos Inácio Severo de; … - In: Journal of the Academy of Marketing Science 47 (2019) 6, pp. 1085-1108
Persistent link: https://www.econbiz.de/10012153439
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When and why do customer solutions pay off in business markets?
Worm, Stefan; Bharadwaj, Sundar G.; Ulaga, Wolfgang; … - In: Journal of the Academy of Marketing Science 45 (2017) 4, pp. 490-512
Persistent link: https://www.econbiz.de/10011737459
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Customer journey management capability in business-to-business markets : its bright and dark sides and overall impact on firm performance
Homburg, Christian; Tischer, Moritz - In: Journal of the Academy of Marketing Science 51 (2023) 5, pp. 1046-1074
Persistent link: https://www.econbiz.de/10014336054
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Do customized service packages impede value capture in industrial markets?
Steiner, Michael; Eggert, Andreas; Ulaga, Wolfgang; … - In: Journal of the Academy of Marketing Science 44 (2016) 2, pp. 151-165
Persistent link: https://www.econbiz.de/10011453165
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Reaching the breaking point : a dynamic process theory of business-to-business customer defection
Hollmann, Thomas; Jarvis, Cheryl Burke; Bitner, Mary Jo - In: Journal of the Academy of Marketing Science 43 (2015) 2, pp. 257-278
Persistent link: https://www.econbiz.de/10010504684
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Distributing through multiple channels in industrial wholesaling : how many and how much?
Käuferle, Monika; Reinartz, Werner - In: Journal of the Academy of Marketing Science 43 (2015) 6, pp. 746-767
Persistent link: https://www.econbiz.de/10011409932
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It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael; Haumann, Till; Kraus, Florian; … - In: Journal of the Academy of Marketing Science 41 (2013) 6, pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
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Customer experience quality : an exploration in business and consumer contexts using repertory grid technique
Lemke, Fred; Clark, Moira; Wilson, Hugh - In: Journal of the Academy of Marketing Science 39 (2011) 6, pp. 846-869
Persistent link: https://www.econbiz.de/10010218001