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CABS : a conceptual model for context-aware B2B sales applications
Rogers, Beth; Clark, Lillian - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 50-66
Persistent link: https://www.econbiz.de/10011555621
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Assessing sales contest effectiveness : the role of salesperson and sales district characteristics
Gopalakrishna, Srinath; Garrett, Jason; Mantrala, Murali K. - In: Marketing letters : a journal of research in marketing 27 (2016) 3, pp. 589-602
Persistent link: https://www.econbiz.de/10011537287
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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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Compensation and peer effects in competing sales teams
Chan, Tat; Li, Jia; Pierce, Lamar - In: Management science : journal of the Institute for … 60 (2014) 8, pp. 1965-1984
Persistent link: https://www.econbiz.de/10010403593
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Exploring the roles of marketing and selling capabilities in delivering critical customer centric performance and brand performance outcomes for B2B firms
Siahtiri, Vida; O'Cass, Aron; Ngo, Liem Viet - In: Journal of strategic marketing 22 (2014) 5, pp. 379-395
Persistent link: https://www.econbiz.de/10010417135
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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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Media sales management and new product launch : an exploratory study
Holmes, Todd A. - In: Journal of media business studies 11 (2014) 3, pp. 63-85
Persistent link: https://www.econbiz.de/10010426091
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The art of consultative selling in IT : taking blue ocean strategy a step ahead
Upadrista, Venkatesh - 2015
"Companies can succeed not by battling competitors, but rather by creating "blue oceans" of uncontested market space. These strategic moves create a leap in value for the company, its buyers, and its employees, while unlocking new demand and making the competition irrelevant. This book defines...
Persistent link: https://www.econbiz.de/10010502036
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Personal level customer orientation in Russian direct selling market
Rozhkov, Alexander - In: Market : review for marketing theory and practice 26 (2014) 1, pp. 7-22
Persistent link: https://www.econbiz.de/10010486448
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A review of the interactive marketing literature in the context of personal selling and sales management : a research agenda
Rodriguez, Michael; Dixon, Andrea L.; Peltier, James - In: Journal of research in interactive marketing : … 8 (2014) 4, pp. 294-308
Persistent link: https://www.econbiz.de/10010433947