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Selling
5
Verkauf
5
Sales
4
Salespeople
4
Verkaufspersonal
4
Absatz
3
Benchmarking
2
Dienstleistungsqualität
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Lieferantenmanagement
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Personal selling
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Sales behaviours
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Service quality
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1978-1997
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Adaptive selling behavior
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Arbeitsleistung
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Artificial intelligence
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Betrieblicher Konflikt
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Business-to-business marketing
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Business‐to‐business marketing
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Buyer‐seller relationships
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Coaching
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Competence
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Competition
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Conflict
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Consumer behaviour
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Customer-oriented selling behavior
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research-article
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English
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Plank, Richard E.
Reid, David A.
14
Bates, Frank
6
Newell, Stephen J.
4
Buehrer, Richard E.
3
Chiagouris, Larry
3
Douglas, Mary L.
3
Landeros, Robert
3
Pullins, Ellen Bolman
3
Vida, Irena
3
Belonax, Joseph J.
2
Bolman Pullins, Ellen
2
Fairhurst, Ann
2
Ferrin, Bruce G.
2
Greene, Joel N.
2
Gritsch, Rüdiger
2
Keebler, James S.
2
Lindquist, Jay D.
2
Long, Mary M.
2
McCardle, Michael W.
2
Peterson, Robert M.
2
Rich, Gregory A.
2
Riggs, John F.
2
Widmier, Scott
2
Yumurtaci, Isik Ozge
2
Agarwal, Manoj Kumar
1
Artis, Andrew B.
1
Baltacioglu, Tuncdan
1
Burger, Philip C.
1
E. Plank, Richard
1
Eckhaus, Eyal
1
Ertugrul, Ozlem
1
Fernandes Plank, Linda
1
Fleming, David
1
Hooker, Robert
1
Jennings, Richard G.
1
Kadic-Maglajlic, Selma
1
Koppitsch, Steven E.
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1
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Industrial marketing management : the international journal for industrial and high-tech firms
6
The journal of business & industrial marketing
4
Journal of Business & Industrial Marketing
3
International journal of purchasing and materials management
2
Journal of internet commerce
2
Journal of marketing theory and practice
2
The journal of supply chain management : a global review of purchasing and supply
2
Benchmarking : an international journal ; BIJ
1
Benchmarking: An International Journal
1
European Journal of Marketing
1
European journal of marketing : EJM
1
International Business Review
1
International Journal of Pharmaceutical and Healthcare Marketing
1
International business review : the official journal of the European International Business Academy
1
International journal of pharmaceutical and healthcare marketing : IJPHM
1
Journal of Business Research
1
Journal of Marketing for Higher Education
1
Journal of business ethics : JOBE
1
Journal of business research : JBR
1
Journal of business-to-business marketing
1
Journal of personal selling & sales management : JPSSM
1
Services marketing quarterly
1
The journal of personal selling & sales management : JPSSM
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OLC EcoSci
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ECONIS (ZBW)
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Other ZBW resources
6
RePEc
3
USB Cologne (EcoSocSci)
1
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The impacts of affective and cognitive social conflict in business-to-business buyer-seller relationships : a comparison of new versus ongoing buyer-seller relationships
Plank, Richard E.
;
Reid, David A.
;
Newell, Stephen J.
- In:
Journal of business-to-business marketing
14
(
2007
)
2
,
pp. 41-72
Persistent link: https://www.econbiz.de/10003483688
Saved in:
2
A competency model for entry level business-to-business services salespeople
Lambert, Brian
;
Plank, Richard E.
;
Reid, David A.
; …
- In:
Services marketing quarterly
35
(
2014
)
1
,
pp. 84-103
Persistent link: https://www.econbiz.de/10010346087
Saved in:
3
Fundamentals of business marketing research
Reid, David A.
;
Plank, Richard E.
-
2004
Persistent link: https://www.econbiz.de/10001782893
Saved in:
4
The sales manager as a unit of analysis : a review and directions for future research
Plank, Richard E.
;
Reid, David A.
;
Koppitsch, Steven E.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 78-91
Persistent link: https://www.econbiz.de/10011936254
Saved in:
5
Examining the use of sales force management practices
Reid, David A.
;
Plank, Richard E.
;
Peterson, Robert M.
; …
- In:
The journal of business & industrial marketing
32
(
2017
)
7
,
pp. 974-986
Persistent link: https://www.econbiz.de/10011773576
Saved in:
6
Fundamentals of business marketing research
Reid, David A.
(
contributor
);
Plank, Richard E.
(
contributor
)
-
2004
Persistent link: https://www.econbiz.de/10004485133
Saved in:
7
The impact of purchase situation on salesperson communication behaviors in business markets
Reid, David A.
;
Pullins, Ellen Bolman
;
Plank, Richard E.
- In:
Industrial marketing management : the international …
31
(
2002
)
3
,
pp. 205-214
Persistent link: https://www.econbiz.de/10006268424
Saved in:
8
Gender Issues in Buyer-Seller Relationships: Does Gender Matter in Purchasing?
Bolman Pullins, Ellen
;
Reid, David A.
;
Plank, Richard E.
- In:
The journal of supply chain management : a global …
40
(
2004
)
3
,
pp. 40
Persistent link: https://www.econbiz.de/10006365216
Saved in:
9
Measuring buyers' perceptions of conflict in business-to-business sales interactions
Reid, David A.
;
Pullins, Ellen Bolman
;
Plank, Richard E.
; …
- In:
The journal of business & industrial marketing
19
(
2004
)
4
,
pp. 236-249
Persistent link: https://www.econbiz.de/10007027607
Saved in:
10
Measuring buyers' perceptions of conflict in business-to-business sales interactions
Reid, David A.
;
Pullins, Ellen Bolman
;
Plank, Richard E.
; …
- In:
The journal of business & industrial marketing
19
(
2004
)
4-5
,
pp. 236-249
Persistent link: https://www.econbiz.de/10007026959
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