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Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert; Rangarajan, Deva; Sharma, Arun; … - In: Industrial marketing management : the international … 62 (2017), pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
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Effects of frontline employee role overload on customer responses and sales performance : moderator and mediators
Jha, Subhash; Balaji, M. S.; Yavas, Ugur; Babakus, Emin - In: European journal of marketing : EJM 51 (2017) 2, pp. 282-303
Persistent link: https://www.econbiz.de/10011661678
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Emerging transformations in the business-to-business global salesforce
Sharma, Arun - In: Business-to-business marketing management : strategies, …, (pp. 219-244). 2012
Persistent link: https://www.econbiz.de/10009532708
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Sustainability research in business-to-business markets : an agenda for inquiry
Sharma, Arun - In: Industrial marketing management : the international … 88 (2020), pp. 323-329
Persistent link: https://www.econbiz.de/10012285370
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The impact of the product to service shift in industrial markets and the evolution of the sales organization
Sheth, Jagdish N.; Sharma, Arun - In: Industrial marketing management : the international … 37 (2008) 3, pp. 260-269
Persistent link: https://www.econbiz.de/10003713059
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Relationship management
Sheth, Jagdish N.; Sharma, Arun - In: Handbook of global supply chain management, (pp. 361-371). 2007
Persistent link: https://www.econbiz.de/10003393961
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Why integrating purchasing with marketing is both inevitable and beneficial
Sheth, Jagdish N.; Sharma, Arun; Iyer, Gopalkrishnan R. - In: Industrial marketing management : the international … 38 (2009) 8, pp. 865-871
Persistent link: https://www.econbiz.de/10003924770
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Behavioral issues in price setting in business-to-business marketing: A framework for analysis
Iyer, Gopalkrishnan R.; Xiao, Sarah Hong; Sharma, Arun; … - In: Industrial marketing management : the international … 47 (2015), pp. 6-16
Persistent link: https://www.econbiz.de/10011313582
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Returns on key accounts : do the results justify the expenditures?
Sharma, Arun; Evanschitzky, Heiner - In: The journal of business & industrial marketing 31 (2016) 2, pp. 174-182
Persistent link: https://www.econbiz.de/10011486481
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Are pricing policies an impediment to the success of customer solutions?
Sharma, Arun; Iyer, Gopalkrishnan R. - In: Industrial marketing management : the international … 40 (2011) 5, pp. 723-729
Persistent link: https://www.econbiz.de/10009274036