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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Verkauf"
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Verkauf
Firm performance
211
Unternehmenserfolg
209
Lieferantenmanagement
104
Supplier relationship management
104
Beziehungsmarketing
82
Relationship marketing
82
Innovation
69
B-to-B-Marketing
64
Business-to-business marketing
64
Salespeople
61
Verkaufspersonal
61
Innovation management
60
Innovationsmanagement
60
Marketing management
60
Marketingmanagement
60
Performance measurement
48
Performance-Messung
48
Lieferkette
45
Supply chain
45
Resource-based view
43
Ressourcenorientierter Ansatz
43
Performance
39
New product development
38
Produktentwicklung
38
Selling
37
Strategic management
35
Strategisches Management
35
Business network
32
Unternehmensnetzwerk
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Dynamic capabilities
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Dynamische Kompetenzen
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Learning organization
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Lernende Organisation
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Inter-firm cooperation
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China
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Agnihotri, Raj
4
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
25
Journal of business research : JBR
21
Journal of personal selling & sales management
16
The journal of business & industrial marketing
13
Journal of the Academy of Marketing Science
10
Journal of business-to-business marketing
5
Journal of marketing
5
Asia Pacific journal of marketing and logistics
4
European journal of marketing
3
Journal of marketing research : JMR
3
Journal of strategic marketing
3
Marketing intelligence & planning
3
ERIM report series research in management
2
European business review
2
International journal of hospitality management
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of marketing education : JME
2
Journal of service research
2
Kellogg on marketing
2
Management science : journal of the Institute for Operations Research and the Management Sciences
2
SpringerLink / Bücher
2
The review of financial studies
2
Vision : the journal of business perspective
2
AMS review : official publication of the Academy of Marketing Science
1
Achieving excellence in retail banking
1
Analele Universităţii Dunărea de Jos Galaţi / 1
1
Asia-Pacific journal of management research and innovation : APJMRI
1
Asian Academy of Management journal
1
Asian journal of management cases : AJMC
1
Australasian marketing journal
1
Bringing technology to market: trends, cases, solutions
1
Business horizons
1
CESifo Working Paper Series
1
Cogent business & management
1
Economic research
1
EuroMed journal of business
1
EuroMed journal of management : EMJM
1
European journal of marketing : EJM
1
Finance research letters
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ECONIS (ZBW)
37
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1
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:
2
Developing benchmarks to capture relative
performance
for sales force incentives decisions : lessons from B2B insurance industry
Agnihotri, Raj
;
Zhang, Wei
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 55-71
Persistent link: https://www.econbiz.de/10012490935
Saved in:
3
A synthesis of research on the marketing-sales interface : 1984-2020
Chernetsky, Victor V.
;
Hughes, Douglas E.
;
Schrock, Wyatt A.
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 159-181
Persistent link: https://www.econbiz.de/10013494049
Saved in:
4
Organizational innovativeness and firm
performance
: does sales management matter?
Groza, Mark D.
;
Zmich, Louis J.
;
Rajabi, Reza
- In:
Industrial marketing management : the international …
97
(
2021
),
pp. 10-20
Persistent link: https://www.econbiz.de/10013206304
Saved in:
5
Measuring B2B social selling : key activities, antecedents and
performance
outcomes
Terho, Harri
;
Giovannetti, Marta
;
Cardinali, Silvio
- In:
Industrial marketing management : the international …
101
(
2022
),
pp. 208-222
Persistent link: https://www.econbiz.de/10013197771
Saved in:
6
How does salesperson connectedness impact
performance
? : it depends upon the level of internal volatility
Nowlin, Edward L.
;
Walker, Doug
;
Anaza, Nwamaka A.
- In:
Industrial marketing management : the international …
68
(
2018
),
pp. 106-113
Persistent link: https://www.econbiz.de/10011822135
Saved in:
7
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:
8
Complexity of sales situation and sales lead
performance
: an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
Saved in:
9
How do the combinations of sales control systems influence sales
performance
? : the mediating roles of distinct customer-oriented behaviors
Zang, Zhimei
;
Liu, Dong
;
Zheng, Yaqin
;
Chen, Chuanming
- In:
Industrial marketing management : the international …
84
(
2020
),
pp. 287-297
Persistent link: https://www.econbiz.de/10012162594
Saved in:
10
Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.
;
Guenzi, Paolo
;
Borgh, Michel van der
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
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