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The effect of personal relationship and consultative task behaviors on buyer perceptions of salesperson trust, expertise, and loyalty
Newell, Stephen J.; Belonax, Joseph J.; McCardle, Michael W. - In: Journal of marketing theory and practice 19 (2011) 3, pp. 307-316
Persistent link: https://www.econbiz.de/10009884981
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How manufacturers value purchase offerings - An exploratory study
Plank, Richard E.; Ferrin, Bruce G. - In: Industrial marketing management : the international … 31 (2002) 5, pp. 457-466
Persistent link: https://www.econbiz.de/10006265657
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The impact of purchase situation on salesperson communication behaviors in business markets
Reid, David A.; Pullins, Ellen Bolman; Plank, Richard E. - In: Industrial marketing management : the international … 31 (2002) 3, pp. 205-214
Persistent link: https://www.econbiz.de/10006268424
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Technical Risk and New Product Success: An Empirical Test in High Technology Business Markets
Polk, Robert; Plank, Richard E.; Reid, David E. - In: Industrial marketing management : the international … 25 (1996) 6, pp. 531-544
Persistent link: https://www.econbiz.de/10006324359
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When the Purchasing Agent Is a Committee: Implications for Industrial Marketing
Jennings, Richard G.; Plank, Richard E. - In: Industrial marketing management : the international … 24 (1995) 5, pp. 411-420
Persistent link: https://www.econbiz.de/10006329609
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Total Cost of Ownership Models: An Exploratory Study
Ferrin, Bruce G.; Plank, Richard E. - In: The journal of supply chain management : a global … 38 (2002) 3, pp. 18-29
Persistent link: https://www.econbiz.de/10006374064
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Maintaining Buyer-Supplier Partnerships
Landeros, Robert; Reck, Robert; Plank, Richard E. - In: International journal of purchasing and materials management 31 (1995) 3, pp. 2-11
Persistent link: https://www.econbiz.de/10006404475
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Values Driving Decisions in Questionable Purchasing Situations
Plank, Richard E.; Landeros, Robert; Fernandes Plank, Linda - In: International journal of purchasing and materials management 30 (1994) 4, pp. 44-53
Persistent link: https://www.econbiz.de/10006408407
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Barter: An Alternative to Traditional Methods of Purchasing
Plank, Richard E.; Reid, David A.; Bates, Frank - In: International journal of purchasing and materials management 30 (1994) 2, pp. 51-57
Persistent link: https://www.econbiz.de/10006408421
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Gender Issues in Buyer-Seller Relationships: Does Gender Matter in Purchasing?
Bolman Pullins, Ellen; Reid, David A.; Plank, Richard E. - In: The journal of supply chain management : a global … 40 (2004) 3, pp. 40
Persistent link: https://www.econbiz.de/10006365216