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Understanding structures and practices of meaning-making in industrial networks
Lowe, Sid; Rod, Michel; Hwang, Ki-Soon - In: The journal of business & industrial marketing 31 (2016) 4, pp. 531-542
Persistent link: https://www.econbiz.de/10011496704
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Salesperson's listening ability as an antecedent to relationship selling
Drollinger, Tanya; Comer, Lucette B. - In: The journal of business & industrial marketing 28 (2013) 1, pp. 50-59
Persistent link: https://www.econbiz.de/10009723091
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The challenger customer : selling to the hidden influencer who can multiply your results
Adamson, Brent; Dixon, Matthew; Spenner, Pat; Toman, Nick - 2015
Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art …
Persistent link: https://www.econbiz.de/10011458682
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A comparison of ethical perceptions of earnings-management practices - MENA region and USA
Jooste, Leonie - In: Global business & economics review 16 (2014) 1, pp. 46-59
Persistent link: https://www.econbiz.de/10010495078
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Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface
Malshe, Avinash - In: Journal of strategic marketing 17 (2009) 3/4, pp. 271-289
Persistent link: https://www.econbiz.de/10003887649
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Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface
Malshe, Avinash - In: Strategic sales and strategic marketing, (pp. 83-101). 2011
Persistent link: https://www.econbiz.de/10008798055
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The sales-marketing integration gap : a social identity approach
Sleep, Stefan; Lam, Son K.; Hulland, John - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 371-390
Persistent link: https://www.econbiz.de/10011976237
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How critical events shape the evolution of sales organizations : a case study of a business-to-business services firm
Beeler, Lisa; Zablah, Alex R.; Johnston, Wesley J. - In: Journal of business research : JBR 74 (2017), pp. 66-76
Persistent link: https://www.econbiz.de/10011675395
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Research of ethics, values and cross-cultural differences on China, Mexiko or the United States
Villatoro, Jonny; Chang, John; Lane, Samuel - In: Journal of technology management in China 9 (2014) 2, pp. 133-154
Persistent link: https://www.econbiz.de/10010466563
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The essence of business marketing theory, research, and tactics : contributions from the Journal of Business-to-Business Marketing
Lichtenthal, J. David; Mummalaneni, Venkatapparao; … - In: Journal of business-to-business marketing 15 (2008) 2, pp. 91-179
Persistent link: https://www.econbiz.de/10003814676