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The benefits of sales force automation : a customer's perspective
Boujena, Othman; Johnston, Wesley J.; Merunka, Dwight R. - In: The journal of personal selling & sales management : JPSSM 29 (2009) 2, pp. 137-150
Persistent link: https://www.econbiz.de/10003849211
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Marketing and the structuration of organizational learning
Peters, Linda D.; Gassenheimer, Jule B.; Johnston, Wesley J. - In: Marketing theory 9 (2009) 3, pp. 341-368
Persistent link: https://www.econbiz.de/10003890746
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Organizing the sales force
Johnston, Wesley J.; Rutherford, Brian N. - In: Bringing technology to market: trends, cases, solutions, (pp. 87-103). 2007
Persistent link: https://www.econbiz.de/10003439215
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What's next in key account management research? : building the bridge between the academic literature and the practitioners' priorities
Guesalaga, Rodrigo; Johnston, Wesley J. - In: Industrial marketing management : the international … 39 (2010) 7, pp. 1063-1068
Persistent link: https://www.econbiz.de/10008668711
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The return on trade show information (RTSI) : a conceptual analysis
Bettis-Outland, Harriette; Cromartie, Jane S.; … - In: The journal of business & industrial marketing 25 (2010) 4, pp. 268-271
Persistent link: https://www.econbiz.de/10003976054
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The impact of coercive and non-coercive forms of influence on trust, commitment, and compliance in supply chains
Hausman, Angela; Johnston, Wesley J. - In: Industrial marketing management : the international … 39 (2010) 3, pp. 519-526
Persistent link: https://www.econbiz.de/10003976603
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Customer response to dissatisfaction : a synthesis of literature and conceptual framework
Ferguson, Jodie L.; Johnston, Wesley J. - In: Industrial marketing management : the international … 40 (2011) 1, pp. 118-127
Persistent link: https://www.econbiz.de/10008907883
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The implications of business-to-business and consumer market differences for B2B branding strategy
Brown, Brian P.; Bellenger, Danny N.; Johnston, Wesley J. - In: Journal of business market management : jbm 1 (2007) 3, pp. 209-229
Persistent link: https://www.econbiz.de/10003519094
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Managing ambiguous policies in China's telecommunications market network navigation insights and techniques
Low, Brian; Johnston, Wesley J. - In: Journal of Asia Pacific business 6 (2005) 4, pp. 5-30
Persistent link: https://www.econbiz.de/10003300439
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Collaboration and collective learning : networks as learning organisations
Peters, Linda D.; Johnston, Wesley J.; Pressey, Andrew D.; … - In: The journal of business & industrial marketing 25 (2010) 6, pp. 478-484
Persistent link: https://www.econbiz.de/10008655529