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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
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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
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Supplier-selected referrals
Hada, Mahima; Grewal, Rajdeep; Lilien, Gary L. - In: Journal of marketing 78 (2014) 2, pp. 34-51
Persistent link: https://www.econbiz.de/10010345573
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Purchasing managers' perceived bias in supplier-selected referrals
Hada, Mahima; Grewal, Rajdeep; Lilien, Gary L. - In: The journal of supply chain management : a global … 49 (2013) 4, pp. 81-95
Persistent link: https://www.econbiz.de/10010228969
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Dynamic targeted pricing in B2B relationships
Zhang, Jonathan Z.; Netzer, Oded; Ansari, Asim - In: Marketing science : the marketing journal of the … 33 (2014) 3, pp. 317-337
Persistent link: https://www.econbiz.de/10010370742
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Engaging business customers through online experiences in different cultures
Weiger, Welf Hermann - In: Journal of international marketing 31 (2023) 3, pp. 59-79
Persistent link: https://www.econbiz.de/10014368373
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Improving business-to-business customer satisfaction programs : assessment of asymmetry, heterogeneity, and financial impact
Mittal, Vikas; Han, Kyuhong; Lee, Ju-Yeon; Sridhar, Shrihari - In: Journal of marketing research 58 (2021) 4, pp. 615-643
Persistent link: https://www.econbiz.de/10012593932
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Tradeoffs in supplier attribute ratings in supplier selection across strategic versus non-strategic purchases
Boone, Derrick <Sr.>; Steward, Michelle D.; Narus, James A. - In: Journal of business-to-business marketing 27 (2020) 2, pp. 97-109
Persistent link: https://www.econbiz.de/10012259322
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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
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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