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1
Distributor sharing of strategic information with suppliers
Frazier, Gary L.
;
Maltz, Elliot
;
Antia, Kersi D.
; …
- In:
Journal of marketing
73
(
2009
)
4
,
pp. 31-43
Persistent link: https://www.econbiz.de/10003860858
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2
Physical distribution and channel management : a knowledge and capabilities perspective
Frazier, Gary L.
- In:
The journal of supply chain management : a global …
45
(
2009
)
2
,
pp. 23-36
Persistent link: https://www.econbiz.de/10003847610
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3
Contracts, extracontractual incentives, and ex post behavior in franchise channel relationships
Kashyap, Vishal
;
Antia, Kersi D.
;
Frazier, Gary L.
- In:
Journal of marketing research : JMR
49
(
2012
)
2
,
pp. 260-276
Persistent link: https://www.econbiz.de/10009524177
Saved in:
4
Conflict management and outcomes in franchise relationships : the role of regulation
Antia, Kersi D.
;
Zheng, Xu Vivian
;
Frazier, Gary L.
- In:
Journal of marketing research : JMR
50
(
2013
)
5
,
pp. 577-589
Persistent link: https://www.econbiz.de/10010195943
Saved in:
5
Just-in-time exchange relationships in industrial markets
Frazier, Gary L.
- In:
Journal of marketing
52
(
1988
)
4
,
pp. 52-67
Persistent link: https://www.econbiz.de/10001056297
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6
Control system diversity : implications for selling centers
Murtha, Brian R.
;
Shervani, Tasadduq A.
;
Challagalla, …
- In:
Journal of business research : JBR
67
(
2014
)
9
,
pp. 1870-1876
Persistent link: https://www.econbiz.de/10010379217
Saved in:
7
A contingency model of emotional intelligence in professional selling
McFarland, Richard G.
;
Rode, Joseph C.
;
Shervani, …
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
1
,
pp. 108-118
Persistent link: https://www.econbiz.de/10011434894
Saved in:
8
Proactive postsales service : when and why does it pay off?
Challagalla, Goutam
;
Venkatesh, R.
;
Kohli, Ajay Kumar
- In:
Journal of marketing
73
(
2009
)
2
,
pp. 70-87
Persistent link: https://www.econbiz.de/10003820607
Saved in:
9
Characteristics that enhance training effectiveness in implementing technological change in sales strategy : a field-based exploratory study
Sarin, Shikhar
;
Sego, Trina
;
Kohli, Ajay Kumar
; …
- In:
The journal of personal selling & sales management : JPSSM
30
(
2010
)
2
,
pp. 143-156
Persistent link: https://www.econbiz.de/10003981277
Saved in:
10
The threat from within : account managers' concern about opportunism by their own team members
Murtha, Brian R.
;
Challagalla, Goutam
;
Kohli, Ajay Kumar
- In:
Management science : journal of the Institute for …
57
(
2011
)
9
,
pp. 1580-1593
Persistent link: https://www.econbiz.de/10009312559
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