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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~subject:"Selling"
~type_genre:"Article in journal"
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Selling
Lieferantenmanagement
820
Supplier relationship management
820
Business-to-business marketing
602
B-to-B-Marketing
600
Business network
404
Unternehmensnetzwerk
403
Beziehungsmarketing
398
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398
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362
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275
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211
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Agnihotri, Raj
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Sharma, Arun
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Ulaga, Wolfgang
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Geiger, Ingmar
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Guenzi, Paolo
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Haas, Alexander
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Keränen, Joona
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Krush, Michael T.
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Moncrief, William C.
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Nowlin, Edward L.
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Syam, Niladri
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Totzek, Dirk
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Hu, Michael Y.
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Itani, Omar S.
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Julkunen, Saara
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
111
Journal of business research : JBR
55
Journal of personal selling & sales management
54
The journal of business & industrial marketing
43
Journal of the Academy of Marketing Science
28
Journal of marketing
27
Journal of marketing education : JME
24
The journal of real estate finance and economics
20
European journal of marketing : EJM
15
Journal of business-to-business marketing
15
Journal of retailing and consumer services
15
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
14
European journal of operational research : EJOR
13
Journal of strategic marketing
13
Harvard business review : HBR
12
Management science : journal of the Institute for Operations Research and the Management Sciences
12
European journal of marketing
10
Journal of business ethics : JOBE
10
Journal of marketing research : JMR
10
Business horizons
9
Journal of retailing
9
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
9
Vision : the journal of business perspective
9
International journal of production economics
8
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
8
Asia Pacific journal of marketing and logistics
7
International journal of industrial organization
7
Marketing letters : a journal of research in marketing
7
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
7
Psychology & marketing
7
Real estate economics : journal of the American Real Estate and Urban Economics Association
7
International economic review
6
Journal of housing economics
6
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
6
Journal of service research
6
Managerial and decision economics : MDE ; the international journal of research and progress in management economics
6
Production and operations management : an international journal of the Production and Operations Management Society
6
Advances in business marketing : a research annual
5
International journal of hospitality management
5
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ECONIS (ZBW)
121
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1
B2B service sales on a digital multi-sided platform : transformation from value chains to value networks
Heikinheimo, Minna
;
Hautamäki, Pia
;
Julkunen, Saara
; …
- In:
Industrial marketing management : the international …
116
(
2024
),
pp. 26-39
Persistent link: https://www.econbiz.de/10014456183
Saved in:
2
Drivers of salespeople engagement : a justice perspective
Rajabi, Reza
;
Brashear-Alejandro, Thomas
;
Hashemi, Hossein
- In:
Industrial marketing management : the international …
116
(
2024
),
pp. 51-65
Persistent link: https://www.econbiz.de/10014456179
Saved in:
3
Industrial innovation management in the age of digital transformation : the risk of too strong selling capabilities
Endres, Herbert
;
Auburger, Julia
;
Helm, Roland
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 371-385
Persistent link: https://www.econbiz.de/10014531642
Saved in:
4
Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Schroeder, Curtis S.
;
Hochstein, Bryan W.
;
Plouffe, …
- In:
Industrial marketing management : the international …
118
(
2024
),
pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
Saved in:
5
Advancing value-based selling research in B2B markets : a theoretical toolbox and research agenda
Keränen, Joona
;
Totzek, Dirk
;
Salonen, Anna
;
Kienzler, …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 55-68
Persistent link: https://www.econbiz.de/10014368300
Saved in:
6
Do salesforce management systems actually drive salesperson intentions?
Epler, Rhett T.
;
Schmitt, Laurianne
;
Mathis, David
; …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 42-57
Persistent link: https://www.econbiz.de/10014433598
Saved in:
7
How salespeople adapt communication of customer value propositions in business markets
Bischoff, Pirmin
;
Hogreve, Jens
;
Elgeti, Laura
; …
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 226-242
Persistent link: https://www.econbiz.de/10014433432
Saved in:
8
The impact of performance measurement diversity on customer-oriented selling behavior
Kerr, Peter D.
;
Franco-Santos, Monica
- In:
Industrial marketing management : the international …
110
(
2023
),
pp. 56-67
Persistent link: https://www.econbiz.de/10014306694
Saved in:
9
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
10
Sharing of selling functions in distribution channels and distributor outcomes : the role of solution selling capabilities and uncertainty
Sa Vinhas, Alberto
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 271-285
Persistent link: https://www.econbiz.de/10014433435
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