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1
Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla
;
Yrjölä, Mika
;
Hautamäki, Pia
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
Saved in:
2
Rapport building in B2B sales interactions : the process and explananda
Jokiniemi, Sini
;
Halinen, Aino
;
Pullins, Ellen Bolmans
; …
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
2
,
pp. 177-195
Persistent link: https://www.econbiz.de/10014575087
Saved in:
3
Cross-
selling
performance in complex
selling
contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian
;
Lee, You-Cheong
;
Lilien, Gary L.
- In:
Journal of marketing
78
(
2014
)
3
,
pp. 1-19
Persistent link: https://www.econbiz.de/10010360457
Saved in:
4
Motivating sales reps for innovation
selling
in different cultures
Hohenberg, Sebastian
;
Homburg, Christian
- In:
Journal of marketing
80
(
2016
)
2
,
pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
Saved in:
5
How to organize pricing? : vertical delegation and horizontal dispersion of pricing authority
Homburg, Christian
;
Jensen, Ove
;
Hahn, Alexander
- In:
Journal of marketing
76
(
2012
)
5
,
pp. 49-69
Persistent link: https://www.econbiz.de/10009782920
Saved in:
6
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management : JPSSM
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
7
Design and governance of multichannel sales systems : financial performance consequences in business-to-business markets
Homburg, Christian
;
Vomberg, Arnd
;
Muehlhaeuser, Stephan
- In:
Journal of marketing research
57
(
2020
)
6
,
pp. 1113-1134
Persistent link: https://www.econbiz.de/10012391114
Saved in:
8
In defense of challenger marketing
Lim, Weng Marc
- In:
Journal of business-to-business marketing
27
(
2020
)
4
,
pp. 397-406
Persistent link: https://www.econbiz.de/10012392048
Saved in:
9
Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
81
(
2017
)
2
,
pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
Saved in:
10
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
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