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Sales management : shaping fut...
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The journal of personal selling & sales management : JPSSM
5
Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of business research : JBR
2
Journal of personal selling & sales management : JPSSM
2
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ECONIS (ZBW)
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1
Levels of analysis and sources of data in sales research : a multilevel-multisource review
Johnson, Jeff S.
;
Friend, Scott B.
;
Horn, Bradley J.
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
1
,
pp. 70-86
Persistent link: https://www.econbiz.de/10010338154
Saved in:
2
Mixed interpretations of sales proposal signals
Johnson, Jeff S.
;
Friend, Scott B.
;
Malshe, Avinash
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
3
,
pp. 264-280
Persistent link: https://www.econbiz.de/10011565546
Saved in:
3
Implicit measures in sales research
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
1
,
pp. 72-84
Persistent link: https://www.econbiz.de/10010503889
Saved in:
4
Contingent cross-
selling
and up-
selling
relationships with performance and job satisfaction : an MOA-theoretic examination
Johnson, Jeff S.
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
1
,
pp. 51-71
Persistent link: https://www.econbiz.de/10010503891
Saved in:
5
An integrative framework of sales ecosystem well-being
Ranjan, Kumar Rakesh
;
Friend, Scott B.
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
4
,
pp. 234-250
Persistent link: https://www.econbiz.de/10012395126
Saved in:
6
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
7
Familiarity breeds contempt : perceived service and sales complacency in business-to-business relationships
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 42-60
Persistent link: https://www.econbiz.de/10011690133
Saved in:
8
The effect of managerial cost prioritization on sales force turnover
Skiba, Jennifer
;
Saini, Amit
;
Friend, Scott B.
- In:
Journal of business research : JBR
69
(
2016
)
12
,
pp. 5917-5924
Persistent link: https://www.econbiz.de/10011597556
Saved in:
9
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
Saved in:
10
Sales manager cost control engagement : antecedents and performance implications
Skiba, Jenifer
;
Saini, Amit
;
Friend, Scott B.
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
2
,
pp. 123-137
Persistent link: https://www.econbiz.de/10012200861
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