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Driving participation and investment in B2B trade shows : the organizer view

Mora Cortez, Roberto; Johnston, Wesley J.; … - In: Journal of business research : JBR 142 (2022), pp. 1092-1105

Persistent link: https://www.econbiz.de/10013169501

The evolution of network positions in emerging and converging technologies

Low, Brian; Johnston, Wesley J. - In: The journal of business & industrial marketing 24 (2009) 5/6, pp. 431-438

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Constructivism and critical realism as alternative approaches to the study of business networks : convergences and divergences in theory and in research practice

Peters, Linda D.; Pressey, Andrew D.; Vanharanta, Markus; … - In: Industrial marketing management : the international … 42 (2013) 3, pp. 336-346

Persistent link: https://www.econbiz.de/10009766130

The IPS-EQ model : interpersonal skills and emotional intelligence in a sales process

Borg, Susanne Wiatr; Johnston, Wesley J. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 1, pp. 39-51

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Credit lender-borrower relationship in the credit card market : implications for credit risk management strategy and relationshipmarketing

Oh, Joon-Hee; Johnston, Wesley J. - In: International business review : the official journal of … 23 (2014) 6, pp. 1086-1095

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A Strategic Simulation of Different Intervention Plans to Evaluate Companies' Salespeople Developmental Intervention Decisions

Oh, Joon-Hee; Johnston, Wesley J. - 2021

Despite significant investment, companies are often unsuccessful in developing their salesforce, leading executives to question whether it is worth it to invest in salespeople development at all. Therefore, companies must identify optimal developmental intervention options and measure their...

Persistent link: https://www.econbiz.de/10013216395

Contagion and learning in business networks

Peters, Linda D.; Pressey, Andrew D.; Johnston, Wesley J. - In: Industrial marketing management : the international … 61 (2017), pp. 43-54

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