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2,294
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Kollmann, Tobias
94
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75
Homburg, Christian
71
Heinemann, Gerrit
65
Wirtz, Bernd W.
63
Svensson, Göran
56
Backhaus, Klaus
52
Peitz, Martin
51
Agnihotri, Raj
48
Wagner, Stephan M.
48
Albers, Sönke
47
Fritz, Wolfgang
47
Ahearne, Michael
46
Alt, Rainer
46
Bauer, Hans H.
46
Cheng, T. C. E.
44
Martens, Bertin
43
Naudé, Peter
42
Henneberg, Stephan
40
Rapp, Adam
38
Schiele, Holger
37
Johnston, Wesley J.
36
Ockenfels, Axel
36
Lee, In
35
Fritz, Melanie
34
Hackl, Franz
34
Sharma, Arun
34
Smith, Alan D.
34
Weinhardt, Christof
34
Hudetz, Kai
33
Ghose, Anindya
32
Marshall, Greg W.
32
Ahlert, Dieter
31
Görg, Holger
31
Krafft, Manfred
31
Schmitz, Christian
31
Jacob, Frank
30
Pavlou, Paul A.
30
Picot, Arnold
30
Voeth, Markus
30
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Verlag Dr. Kovač
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Industrial marketing management : the international journal for industrial and high-tech firms
1,228
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538
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519
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490
The journal of business & industrial marketing
464
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302
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285
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Management science : journal of the Institute for Operations Research and the Management Sciences
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Springer eBook Collection
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Journal of the Academy of Marketing Science
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International journal of procurement management
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Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
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NBER working paper series
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Production and operations management : an international journal of the Production and Operations Management Society
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Journal of Business & Industrial Marketing
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CESifo working papers
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Manufacturing & service operations management : M & SOM
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Journal of personal selling & sales management : JPSSM
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Supply chain management : an international journal
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Omega : the international journal of management science
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ECONIS (ZBW)
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2,836
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1,046
RePEc
999
EconStor
314
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247
BASE
177
ArchiDok
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Showing
51
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date (oldest first)
51
Propensity to trust
salespeople
: a contingent multilevel-multisource examination
Friend, Scott B.
;
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Journal of business research : JBR
83
(
2018
),
pp. 1-9
Persistent link: https://www.econbiz.de/10011775837
Saved in:
52
Selling
value in business markets : individual and organizational factors for turning the idea into action
Terho, Harri
;
Eggert, Andreas
;
Ulaga, Wolfgang
;
Haas, …
- In:
Industrial marketing management : the international …
66
(
2017
),
pp. 42-55
Persistent link: https://www.econbiz.de/10011775966
Saved in:
53
Salesperson improvisation : antecedents, performance outcomes, and boundary conditions
Banin, Abena Yeboah
;
Boso, Nathaniel
;
Hultman, Magnus
; …
- In:
Industrial marketing management : the international …
59
(
2016
),
pp. 120-130
Persistent link: https://www.econbiz.de/10011622838
Saved in:
54
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Sharma, Arun
; …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
Saved in:
55
The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and
salespeople
Oakley, Jared
;
Bush, Alan J.
;
Moncrief, William C.
; …
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
Saved in:
56
Comparing the life-cycles of service sales between buyers and sellers in business relationships through a teleological lens
Rodríguez, Rocío
;
Svensson, Göran
;
Román, Sergio
- In:
International journal of business excellence
15
(
2018
)
1
,
pp. 95-113
Persistent link: https://www.econbiz.de/10011954188
Saved in:
57
The role of a solutions salesperson : reducing uncertainty and fostering adaptiveness
Ulaga, Wolfgang
;
Kohli, Ajay Kumar
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 161-168
Persistent link: https://www.econbiz.de/10011822564
Saved in:
58
Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna
;
Metsola, Jaakko
;
Salin, Lotta
; …
- In:
Industrial marketing management : the international …
119
(
2024
),
pp. 238-251
Persistent link: https://www.econbiz.de/10014555774
Saved in:
59
Sales transformation : quo vadis, B2B sales?
Schmäh, Marco
;
Kern, Manuel
;
Götz, Oliver
- In:
Marketing review St. Gallen : Marketingfachzeitschrift …
40
(
2023
)
2
,
pp. 64-70
Persistent link: https://www.econbiz.de/10014246802
Saved in:
60
The (quiet) ego and sales : transcending self-interest and its relationship with adaptive
selling
Gilbert, Jonathan Ross
;
Krush, Michael T.
;
Trainor, Kevin J.
- In:
Journal of business research : JBR
150
(
2022
),
pp. 326-338
Persistent link: https://www.econbiz.de/10013365719
Saved in:
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