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Production and operations management : an international journal of the Production and Operations Management Society
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13
Economics letters
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Omega : the international journal of management science
12
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Industrial marketing management : the international journal for industrial and high-tech firms
9
International journal of production research
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8
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7
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Review of industrial organization : RIO
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ECONIS (ZBW)
1,285
RePEc
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Other ZBW resources
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BASE
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EconStor
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1
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1
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:
2
How to measure competition? : the role of
price
dispersion in B2B supply markets
Scheffler, Paul
;
Schiele, Holger
;
Horn, Philipp
- In:
International journal of procurement management
9
(
2016
)
5
,
pp. 568-586
Persistent link: https://www.econbiz.de/10011667890
Saved in:
3
Multiple parties behind and across the table : a role-play simulation of parallel, competitive order negotiations for training B2B sales professionals
Geiger, Ingmar
;
Bischoff, Lena
;
Vogler, Thilo
- In:
Industrial marketing management : the international …
103
(
2022
),
pp. 170-182
Persistent link: https://www.econbiz.de/10013255672
Saved in:
4
Do
salespeople
matter in competitive tenders?
Dax, Maximilian
;
Tyssen, Eva Katharina
;
Schmitz, Christian
- In:
Journal of personal selling & sales management : JPSSM
39
(
2019
)
4
,
pp. 370-385
Persistent link: https://www.econbiz.de/10012200897
Saved in:
5
"I think I can... I think I can" : the impact of perceived
selling
efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff
;
Plouffe, Christopher R.
;
Wolter, Jeremy
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
Saved in:
6
Self-oriented competitiveness in
salespeople
: sales management implications
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Zhao, Yanhui
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
Saved in:
7
Multiple identification Foci and their countervailing effects on
salespeople
's negative headquarters stereotypes
Wieseke, Jan
;
Kraus, Florian
;
Ahearne, Michael
; …
- In:
Journal of marketing
76
(
2012
)
3
,
pp. 1-20
Persistent link: https://www.econbiz.de/10009778044
Saved in:
8
"A little competition goes a long way" : substitutive effects of emotional intelligence and workplace competition on salesperson creative
selling
Kalra, Ashish
;
Dugan, Riley
;
Agnihotri, Raj
- In:
Marketing letters : a journal of research in marketing
33
(
2022
)
3
,
pp. 399-413
Persistent link: https://www.econbiz.de/10013454579
Saved in:
9
Practice prize report : the 2018 ISMS Gary Lilien Practice Prize Competition
Roberts, John H.
- In:
Marketing science : the marketing journal of the …
39
(
2020
)
2
,
pp. 448-451
Persistent link: https://www.econbiz.de/10012212466
Saved in:
10
Vertical control and
price
cycles in gasoline retailing
Foros, Øystein
;
Steen, Frode
- In:
The Scandinavian journal of economics
115
(
2013
)
3
,
pp. 640-661
Persistent link: https://www.econbiz.de/10009778343
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