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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~subject:"Verkaufspersonal"
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Verkaufspersonal
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
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
Verkauf
37
Strategic management
35
Strategisches Management
35
Business network
32
Unternehmensnetzwerk
32
Dynamic capabilities
31
Dynamische Kompetenzen
31
Learning organization
29
Lernende Organisation
29
Inter-firm cooperation
27
Unternehmenskooperation
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Business start-up
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China
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61
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Plouffe, Christopher R.
6
Agnihotri, Raj
5
Nowlin, Edward L.
4
Chaker, Nawar N.
3
Itani, Omar S.
3
Lussier, Bruno
3
Anaza, Nwamaka A.
2
Bonney, Leff
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Bush, Alan J.
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Chen, Annie Huiling
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Friend, Scott B.
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Guenzi, Paolo
2
Hartmann, Nathaniel N.
2
Hochstein, Bryan W.
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2
Ogilvie, Jessica
2
Panagopoulos, Nikolaos G.
2
Peng, Norman
2
Shannahan, Kirby L. J.
2
Shannahan, Rachelle J.
2
Vieira, Valter Afonso
2
Walker, Doug
2
Ahmad, Bilal
1
Akhtar, Nadeem
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Allison, Lee
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Bachrach, Daniel G.
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Bagozzi, Richard P.
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Bolander, Willy
1
Boles, James S.
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Industrial marketing management : the international journal for industrial and high-tech firms
The journal of personal selling & sales management : JPSSM
46
Journal of business research : JBR
35
Journal of personal selling & sales management
26
The journal of business & industrial marketing
25
Journal of the Academy of Marketing Science
20
Journal of marketing
17
Journal of business-to-business marketing
12
Journal of marketing research : JMR
9
Journal of marketing theory and practice
9
Journal of retailing
9
Journal of retailing and consumer services
7
European journal of marketing : EJM
5
Management science : journal of the Institute for Operations Research and the Management Sciences
5
Asia Pacific journal of marketing and logistics
4
Marketing intelligence & planning
4
The marketing review
4
Working papers / Harvard Business School, Division of Research
4
European journal of marketing
3
Harvard business review : HBR
3
Harvard-Business-Manager : das Wissen der Besten
3
Human performance
3
Journal of business ethics : JOBE
3
Journal of managerial issues : JMI
3
Journal of marketing channels : ... distribution systems, strategy, and management
3
Journal of marketing research
3
Journal of marketing theory and practice : JMTP
3
Journal of service research
3
Marketing letters : a journal of research in marketing
3
The journal of product innovation management : an international publication of the Product Development & Management Association
3
The service industries journal
3
Applied Marketing Science / Angewandte Marketingforschung
2
Australasian marketing journal
2
Cases on human performance improvement technologies
2
Discussion paper series / IZA
2
European business review
2
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
2
International journal of business excellence
2
International journal of electronic customer relationship management : IJECRM
2
International journal of hospitality management
2
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ECONIS (ZBW)
61
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1
Unpacking the salesperson's ambidextrous internal network (AIN) : the influence of bridging and bonding social capital on
performance
growth trajectories
Silva, Juliano Domingues da
;
Plouffe, Christopher R.
; …
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 418-439
Persistent link: https://www.econbiz.de/10014531399
Saved in:
2
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:
3
We are not on the same page : the effects of salesperson trust overestimation on customer satisfaction and relationship
performance
Mangus, Stephanie M.
;
Jones, Eli
;
Folse, Judith Anne …
- In:
Industrial marketing management : the international …
109
(
2023
),
pp. 58-70
Persistent link: https://www.econbiz.de/10014282226
Saved in:
4
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:
5
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:
6
Addressing concerns with salesperson competitive psychological climate, sales
performance
, and turnover intention : the role of threat and learning orientation
Zahn, William J.
;
Peng, Yi
;
Mathis, David
;
Hochstein, …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 143-155
Persistent link: https://www.econbiz.de/10014454867
Saved in:
7
Alleviating the negative effects of salesperson depression on
performance
during a crisis : examining the role of job resources
Lussier, Bruno
;
Beeler, Lisa
;
Bolander, Willy
; …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 173-188
Persistent link: https://www.econbiz.de/10014369260
Saved in:
8
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:
9
Cognitive and affective determinants of salesforce
performance
: a two-wave study
Soscia, Isabella
;
Bagozzi, Richard P.
;
Guenzi, Paolo
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 206-217
Persistent link: https://www.econbiz.de/10011963508
Saved in:
10
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:
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