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Choreographing salesperson face-to-face visits with a buyer organization : a social network perspective
Forkmann, Sebastian; Mullins, Ryan; Henneberg, Stephan; … - In: Journal of the Academy of Marketing Science 50 (2022) 3, pp. 615-638
Persistent link: https://www.econbiz.de/10013199139
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Business service networks and their process of emergence : the case of the Health Cluster Portugal
Ramos, Carla; Roseira, Catarina; Brito, Carlos Henrique … - In: Industrial marketing management : the international … 42 (2013) 6, pp. 950-968
Persistent link: https://www.econbiz.de/10010211216
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Strategic decision making in business relationships : a dyadic agent-based simulation approach
Forkmann, Sebastian; Wang, Di; Henneberg, Stephan; … - In: Industrial marketing management : the international … 41 (2012) 5, pp. 816-830
Persistent link: https://www.econbiz.de/10009656244
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Networking capability in business relationships : concept and scale development
Mitrega, Maciej; Forkmann, Sebastian; Ramos, Carla; … - In: Industrial marketing management : the international … 41 (2012) 5, pp. 739-751
Persistent link: https://www.econbiz.de/10009656263
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Sensemaking in business networks : introducing dottograms to analyse network changes
Abrahamsen, Morten H.; Henneberg, Stephan; Naudé, Peter - In: Industrial marketing management : the international … 41 (2012) 6, pp. 1035-1046
Persistent link: https://www.econbiz.de/10009656638
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Understanding network picture complexity : an empirical analysis of contextual factors
Ramos, Carla; Henneberg, Stephan; Naudé, Peter - In: Industrial marketing management : the international … 41 (2012) 6, pp. 951-972
Persistent link: https://www.econbiz.de/10009656733
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Using actors' perceptions of network roles and positions to understand network dynamics
Abrahamsen, Morten H.; Henneberg, Stephan; Naudé, Peter - In: Industrial marketing management : the international … 41 (2012) 2, pp. 259-269
Persistent link: https://www.econbiz.de/10009544757
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Resource acquisition strategies in business relationships
Zaefarian, Ghasem; Henneberg, Stephan; Naudé, Peter - In: Industrial marketing management : the international … 40 (2011) 6, pp. 862-874
Persistent link: https://www.econbiz.de/10009348550
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Actor network pictures and networking activities in business networks : an experimental study
Corsaro, Daniela; Ramos, Carla; Henneberg, Stephan; … - In: Industrial marketing management : the international … 40 (2011) 6, pp. 919-932
Persistent link: https://www.econbiz.de/10009349195
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Varying routes to the top: identifying different strategies in the MBA marketplace
Naudé, Peter; Henneberg, Stephan; Jiang, Z. - In: Journal of the Operational Research Society : OR 61 (2010) 8, pp. 1193-1206
Persistent link: https://www.econbiz.de/10010216359