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Performance consequences of brand equity management: evidence from organizations in the value chain

Baldauf, Artur; Cravens, Karen S.; Binder, Gudrun - In: Journal of Product & Brand Management 12 (2003) 4, pp. 220-236

Evaluating the consequences of brand equity management is one of the most important measurement issues for intangible assets in the new economy. Studies have validated the effect of brand equity on the value of the firm and addressed the capital market effects of intangible associations such as...

Persistent link: https://www.econbiz.de/10014895764

Sales organization performance and evaluation

Guenzi, Paolo; Geiger, Susi - In: Sales management : a multinational perspective, (pp. 465-491). 2011

Persistent link: https://www.econbiz.de/10008858684

Interpersonal trust in commercial relationships : antecedents and consequences of customer trust in the salesperson

Guenzi, Paolo; Georges, Laurent - In: European journal of marketing : EJM 44 (2010) 1/2, pp. 114-138

Persistent link: https://www.econbiz.de/10003949200

Dispersion of influence between marketing and sales : its effects on superior customer value and market performance

Troilo, Gabriele; Luca, Luigi M. de; Guenzi, Paolo - In: Industrial marketing management : the international … 38 (2009) 8, pp. 872-882

Persistent link: https://www.econbiz.de/10003924775

An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness

Paparoidamis, Nicholas G.; Guenzi, Paolo - In: European journal of marketing : EJM 43 (2009) 7/8, pp. 1053-1075

Persistent link: https://www.econbiz.de/10009525810

The sales function in the twenty-first century : where are we and where do we go from here?

Geiger, Susi; Guenzi, Paolo - In: European journal of marketing : EJM 43 (2009) 7/8, pp. 873-889

Persistent link: https://www.econbiz.de/10009525821

How salespeople see organizational citizenship behaviors : an exploratory study using the laddering rechnique

Guenzi, Paolo; Panzeri, Federico - In: The journal of business & industrial marketing 30 (2015) 2, pp. 218-232

Persistent link: https://www.econbiz.de/10010532002

Guidelines for future research on KAM implementation

Guenzi, Paolo; Storbacka, Kaj - In: Industrial marketing management : the international … 45 (2015), pp. 100

Persistent link: https://www.econbiz.de/10010530572

Commentary on article, "organizational implications of implementing key account management : a case-based examination"

Julkunen, Saara; Koponen, Jonna; Gabrielsson, Mika - In: Industrial marketing management : the international … 45 (2015), pp. 98-99

Persistent link: https://www.econbiz.de/10010530573

The organizational implications of implementing key account management : a case-based examination

Guenzi, Paolo; Storbacka, Kaj - In: Industrial marketing management : the international … 45 (2015), pp. 84-97

Persistent link: https://www.econbiz.de/10010530574