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Sales enablement : conceptualizing and developing a dynamic capability
Peterson, Robert M.; Malshe, Avinash; Friend, Scott B.; … - In: Journal of the Academy of Marketing Science 49 (2021) 3, pp. 542-565
Persistent link: https://www.econbiz.de/10012548065
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The sales-marketing interface : a systematic literature review and directions for future research
Biemans, Wim G.; Malshe, Avinash; Johnson, Jeff S. - In: Industrial marketing management : the international … 102 (2022), pp. 324-337
Persistent link: https://www.econbiz.de/10013259090
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Challenges to sales force transformation in emerging markets
Malshe, Avinash; Al-Habib, Mohammed; Al-Torkistani, … - In: Journal of strategic marketing 21 (2013) 4, pp. 347-367
Persistent link: https://www.econbiz.de/10009776271
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Initiating value co-creation : dealing with non-receptive customers
Malshe, Avinash; Friend, Scott B. - In: Journal of the Academy of Marketing Science 46 (2018) 5, pp. 895-920
Persistent link: https://www.econbiz.de/10011924786
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What drives customer re-engagement? : the foundational role of the sales-service interplay in episodic value co-creation
Friend, Scott B.; Malshe, Avinash; Fisher, Gregory J. - In: Industrial marketing management : the international … 84 (2020), pp. 271-286
Persistent link: https://www.econbiz.de/10012162589
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Sales profession and professionals in the age of digitization and artificial intelligence technologies : concepts, priorities, and questions
Singh, Jagdip; Flaherty, Karen; Sohi, Ravipreet S.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 1, pp. 2-22
Persistent link: https://www.econbiz.de/10012200849
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Understanding the sales-marketing interface dysfunction experience in business-to-business firms : a matter of perspective
Malshe, Avinash; Johnson, Jeff S.; Viio, Paul - In: Industrial marketing management : the international … 63 (2017), pp. 145-157
Persistent link: https://www.econbiz.de/10011730144
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Should I stay or should I go? : identity and well-being in sensemaking about retention and turnover
Rothausen, Teresa J.; Henderson, Kevin E.; Arnold, James K. - In: Journal of management : JOM 43 (2017) 7, pp. 2357-2385
Persistent link: https://www.econbiz.de/10011731540
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Strategic and operational alignment of sales-marketing interfaces : dual paths within an SME configuration
Malshe, Avinash; Friend, Scott B.; Khatib, Jamal A. al-; … - In: Industrial marketing management : the international … 66 (2017), pp. 145-158
Persistent link: https://www.econbiz.de/10011776011
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A repertoire of marketers' trust-building strategies within the sales-marketing interface
Malshe, Avinash; Khatib, Jamal A. al- - In: The journal of personal selling & sales management : JPSSM 37 (2017) 3, pp. 213-227
Persistent link: https://www.econbiz.de/10011753788