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Business psychographics revisited : from segmentation theory to successful marketing practice
Barry, James; Weinstein, Art - In: Journal of marketing management : MM 25 (2009) 3/4, pp. 315-340
Persistent link: https://www.econbiz.de/10003838546
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Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla; Yrjölä, Mika; Hautamäki, Pia - In: Journal of personal selling & sales management 41 (2021) 2, pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
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Rapport building in B2B sales interactions : the process and explananda
Jokiniemi, Sini; Halinen, Aino; Pullins, Ellen Bolmans; … - In: Journal of personal selling & sales management : JPSSM 44 (2024) 2, pp. 177-195
Persistent link: https://www.econbiz.de/10014575087
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Möglichkeiten unbewusst wirkender Industriegüter-Werbung
Schuster, Helmut - 1989
Persistent link: https://www.econbiz.de/10000078688
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Professional emotions and persuasion : tapping non-rational drivers in health-care market research
Kelly, Donna; Rupert, Edwin - In: Journal of medical marketing : device, diagnostic and … 9 (2009) 1, pp. 3-9
Persistent link: https://www.econbiz.de/10003843598
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The industrial buying decision : implications for the sales approach in industrial marketing
Brand, Gordon T. - 1972
Persistent link: https://www.econbiz.de/10000674403
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Kundenorientierte Vertriebsorganisation im Maschinenbau : Wege zum prozessorientierten Vertrieb ; verkaufsunterstützende Organisationsformen
Friedrich, Wilhelm; Garbe, Bernd - 1994
Persistent link: https://www.econbiz.de/10000892509
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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