| nr |
titel |
auteur |
tijdschrift |
jaar |
jaarg. |
afl. |
pagina('s) |
type |
| 1 |
A cross-national study of manufacturer's power structures and control mechanisms: The moderating effect of group orientation culture
|
Ryu, Sungmin
|
|
2008
|
|
7 |
p. 758-766
9 p.
|
artikel
|
| 2 |
A framework for key account management and revenue management integration
|
Wang, Xuan Lorna
|
|
2014
|
|
7 |
p. 1172-1181
10 p.
|
artikel
|
| 3 |
A holistic approach to market assessment for a manufacturing company in an emerging economy
|
Natarajarathinam, Malini
|
|
2012
|
|
7 |
p. 1142-1151
10 p.
|
artikel
|
| 4 |
Ambidexterity's mediating impact on product development proficiency and new product performance
|
Li, Yong-Hui
|
|
2012
|
|
7 |
p. 1125-1132
8 p.
|
artikel
|
| 5 |
A method for identifying and assessing key customer group needs
|
Wagner, Ernesto R.
|
|
2004
|
|
7 |
p. 643-655
13 p.
|
artikel
|
| 6 |
A multi-nation study of sales manager effectiveness with global implications
|
Murphy, William H.
|
|
2012
|
|
7 |
p. 1152-1163
12 p.
|
artikel
|
| 7 |
An analysis of buying center decisions through the salesforce
|
Brinkmann, Jörg
|
|
2007
|
|
7 |
p. 998-1009
12 p.
|
artikel
|
| 8 |
An examination of the foreign market knowledge of exporting firms based in the People's Republic of China: Its determinants and effect on export intensity
|
Ling-yee, Li
|
|
2004
|
|
7 |
p. 561-572
12 p.
|
artikel
|
| 9 |
An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in China: An old friend approach
|
Leung, T.K.P.
|
|
2011
|
|
7 |
p. 1193-1205
13 p.
|
artikel
|
| 10 |
An interdisciplinary approach to assessing the characteristics and sales potential of modern salespeople
|
Reday, Peter A.
|
|
2009
|
|
7 |
p. 838-844
7 p.
|
artikel
|
| 11 |
An investigation into commitment in non-Western industrial marketing relationships
|
Coote, Leonard V
|
|
2003
|
|
7 |
p. 595-604
10 p.
|
artikel
|
| 12 |
An investigation of the influence of coping resources in salespersons' emotional exhaustion
|
Lewin, Jeffrey E.
|
|
2009
|
|
7 |
p. 798-805
8 p.
|
artikel
|
| 13 |
Antecedents and consequences of commitment in marketing research services: The client's perspective
|
Cater, Barbara
|
|
2009
|
|
7 |
p. 785-797
13 p.
|
artikel
|
| 14 |
A process-oriented perspective on customer relationship management and organizational performance: An empirical investigation
|
Keramati, Abbas
|
|
2010
|
|
7 |
p. 1170-1185
16 p.
|
artikel
|
| 15 |
A psychometric assessment of the Lennox and Wolfe self-monitoring scale in the sales force
|
Deeter-Schmelz, Dawn R.
|
|
2010
|
|
7 |
p. 1162-1169
8 p.
|
artikel
|
| 16 |
A six-stage model of the buying process for ERP software
|
Verville, Jacques
|
|
2003
|
|
7 |
p. 585-594
10 p.
|
artikel
|
| 17 |
Assessing and strengthening internal alignment of new marketing units: An interpretative tool
|
Pardo, Catherine
|
|
2013
|
|
7 |
p. 1074-1082
9 p.
|
artikel
|
| 18 |
Assessing intelligence as learning within an industrial marketing group: a pilot study
|
Dishman, Paul
|
|
2003
|
|
7 |
p. 615-620
6 p.
|
artikel
|
| 19 |
B2B sales force productivity: applications of revenue management strategies to sales management
|
Siguaw, Judy A
|
|
2003
|
|
7 |
p. 539-551
13 p.
|
artikel
|
| 20 |
B2B service brand identity: Scale development and validation
|
Coleman, Darren
|
|
2011
|
|
7 |
p. 1063-1071
9 p.
|
artikel
|
| 21 |
Brand equity in the professional service context: Analyzing the impact of employee role behavior and customer–employee rapport
|
Biedenbach, Galina
|
|
2011
|
|
7 |
p. 1093-1102
10 p.
|
artikel
|
| 22 |
Brand relationships and brand equity in franchising
|
Nyadzayo, Munyaradzi W.
|
|
2011
|
|
7 |
p. 1103-1115
13 p.
|
artikel
|
| 23 |
Brands: Just for consumers? Introduction to the special issue on B2B branding
|
Leek, Sheena
|
|
2011
|
|
7 |
p. 1060-1062
3 p.
|
artikel
|
| 24 |
Brand stability as a signaling phenomenon — An empirical investigation in industrial markets
|
Leischnig, Alexander
|
|
2011
|
|
7 |
p. 1116-1122
7 p.
|
artikel
|
| 25 |
Broadening the scope of the resource-based view in marketing: The contingency role of institutional factors
|
Auh, Seigyoung
|
|
2009
|
|
7 |
p. 757-768
12 p.
|
artikel
|
| 26 |
Business mating: Who chooses and who gets chosen?
|
Wilkinson, Ian
|
|
2005
|
|
7 |
p. 669-680
12 p.
|
artikel
|
| 27 |
Business relationships on different waves: Paradigm shift and marketing orientation revisited
|
Hedaa, Laurids
|
|
2005
|
|
7 |
p. 714-721
8 p.
|
artikel
|
| 28 |
Can You Buy a Business Relationship?
|
Anderson, Helén
|
|
2001
|
|
7 |
p. 575-586
12 p.
|
artikel
|
| 29 |
Category reviews as market-shaping events
|
Azimont, Frank
|
|
2007
|
|
7 |
p. 849-860
12 p.
|
artikel
|
| 30 |
Changing network pictures: Evidence from mergers and acquisitions
|
Öberg, Christina
|
|
2007
|
|
7 |
p. 926-940
15 p.
|
artikel
|
| 31 |
Chronic disease management in the Lombardy region: An evolutionary service network perspective
|
Tzannis, Alessandra
|
|
2013
|
|
7 |
p. 1042-1056
15 p.
|
artikel
|
| 32 |
Classifying relationships across cultures as successful and problematic: Theoretical perspectives and managerial implications
|
Leek, Sheena
|
|
2006
|
|
7 |
p. 892-900
9 p.
|
artikel
|
| 33 |
Co-branding on industrial markets
|
Bengtsson, Anders
|
|
2005
|
|
7 |
p. 706-713
8 p.
|
artikel
|
| 34 |
Co-creating integrated solutions within business networks: The KAM team as knowledge integrator
|
Hakanen, Taru
|
|
2014
|
|
7 |
p. 1195-1203
9 p.
|
artikel
|
| 35 |
Comments on “Selling in the new millennium: a joint agenda”
|
Tanner Jr., John F
|
|
2002
|
|
7 |
p. 569-572
4 p.
|
artikel
|
| 36 |
Communicating customer references on industrial companies' Web sites
|
Jalkala, Anne
|
|
2009
|
|
7 |
p. 825-837
13 p.
|
artikel
|
| 37 |
Comparison of benefits of radio frequency identification: Implications for business strategic performance in the U.S. and Korean retailers
|
Kim, Eun Young
|
|
2008
|
|
7 |
p. 797-806
10 p.
|
artikel
|
| 38 |
Competition in business networks
|
Ford, David
|
|
2013
|
|
7 |
p. 1017-1024
8 p.
|
artikel
|
| 39 |
Complementary approaches to preliminary foreign market opportunity assessment: country clustering and country ranking
|
Cavusgil, S.Tamer
|
|
2004
|
|
7 |
p. 607-617
11 p.
|
artikel
|
| 40 |
Concerning trust and information
|
Denize, Sara
|
|
2007
|
|
7 |
p. 968-982
15 p.
|
artikel
|
| 41 |
Contract research today: Where do we stand?
|
Mouzas, Stefanos
|
|
2013
|
|
7 |
p. 1057-1062
6 p.
|
artikel
|
| 42 |
Cooperative strategy in supply chain networks
|
Chang, Cheng-Wen
|
|
2012
|
|
7 |
p. 1114-1124
11 p.
|
artikel
|
| 43 |
Corporate brand strategy formation: Brand actors and the situational context for a business-to-business brand
|
Vallaster, Christine
|
|
2011
|
|
7 |
p. 1133-1143
11 p.
|
artikel
|
| 44 |
Corporate reputation and customer behavioral intentions: The roles of trust, identification and commitment
|
Keh, Hean Tat
|
|
2009
|
|
7 |
p. 732-742
11 p.
|
artikel
|
| 45 |
Customer business development: identifying and responding to buyer-implied information preferences
|
Hunter, Gary K.
|
|
2014
|
|
7 |
p. 1204-1215
12 p.
|
artikel
|
| 46 |
Customer relationship management processes: How faithful are business-to-business firms to customer profitability?
|
Johnson, Devon S.
|
|
2012
|
|
7 |
p. 1094-1105
12 p.
|
artikel
|
| 47 |
Customer service strategy options: A multiple case study in a B2B setting
|
Wouters, Joost P.M.
|
|
2004
|
|
7 |
p. 583-592
10 p.
|
artikel
|
| 48 |
Dealing with dualities
|
Dittrich, Koen
|
|
2006
|
|
7 |
p. 792-796
5 p.
|
artikel
|
| 49 |
Determinants and mediators of the intention to upgrade the contract in buyer–seller relationships
|
Visentin, Marco
|
|
2012
|
|
7 |
p. 1133-1141
9 p.
|
artikel
|
| 50 |
Developing integrated solutions: The importance of relationships within the network
|
Windahl, Charlotta
|
|
2006
|
|
7 |
p. 806-818
13 p.
|
artikel
|
| 51 |
Developing relationships in strategic alliances: Commitment to quality and cooperative interdependence
|
Wong, Alfred
|
|
2005
|
|
7 |
p. 722-731
10 p.
|
artikel
|
| 52 |
Development and implementation of customer solutions: A study of process dynamics and market shaping
|
Biggemann, Sergio
|
|
2013
|
|
7 |
p. 1083-1092
10 p.
|
artikel
|
| 53 |
Differential effects of determinants on multi-dimensions of trade show performance: By three stages of pre-show, at-show, and post-show activities
|
Lee, Chang Hyun
|
|
2008
|
|
7 |
p. 784-796
13 p.
|
artikel
|
| 54 |
Differentiation and alignment in KAM implementation
|
Pardo, Catherine
|
|
2014
|
|
7 |
p. 1136-1145
10 p.
|
artikel
|
| 55 |
Dissolution intention in channel relationships: An examination of contributing factors
|
Yang, Donghoon
|
|
2012
|
|
7 |
p. 1106-1113
8 p.
|
artikel
|
| 56 |
Diverging expectations in buyer–seller relationships: Institutional contexts and relationship norms
|
Andersen, Poul Houman
|
|
2009
|
|
7 |
p. 814-824
11 p.
|
artikel
|
| 57 |
Does having a market orientation lead to higher levels of relationship commitment and business performance? Evidence from the Korean robotics industry
|
Taylor, Charles R.
|
|
2008
|
|
7 |
p. 825-832
8 p.
|
artikel
|
| 58 |
Does information and communication technology improve job satisfaction? The moderating role of sales technology orientation
|
Limbu, Yam B.
|
|
2014
|
|
7 |
p. 1236-1245
10 p.
|
artikel
|
| 59 |
Dynamics of relationships and networks — creation, maintenance and destruction as managerial challenges
|
Freytag, Per Vagn
|
|
2005
|
|
7 |
p. 644-647
4 p.
|
artikel
|
| 60 |
Editorial Board
|
|
|
2010
|
|
7 |
p. i-
1 p.
|
artikel
|
| 61 |
Editorial Board
|
|
|
2014
|
|
7 |
p. IFC-
1 p.
|
artikel
|
| 62 |
Editorial Board
|
|
|
2003
|
|
7 |
p. IFC-
1 p.
|
artikel
|
| 63 |
Editorial Board
|
|
|
2002
|
|
7 |
p. IFC-
1 p.
|
artikel
|
| 64 |
Editorial Board
|
|
|
2008
|
|
7 |
p. IFC-
1 p.
|
artikel
|
| 65 |
Editorial Board
|
|
|
2005
|
|
7 |
p. CO2-
1 p.
|
artikel
|
| 66 |
Editorial Board
|
|
|
2004
|
|
7 |
p. IFC-
1 p.
|
artikel
|
| 67 |
Editorial Board
|
|
|
2007
|
|
7 |
p. IFC-
1 p.
|
artikel
|
| 68 |
Editorial Board
|
|
|
2006
|
|
7 |
p. CO2-
1 p.
|
artikel
|
| 69 |
Editorial Board
|
|
|
2008
|
|
7 |
p. i-
1 p.
|
artikel
|
| 70 |
Editorial Board Continued
|
|
|
2014
|
|
7 |
p. i-ii
nvt p.
|
artikel
|
| 71 |
Editorial Board Continued
|
|
|
2013
|
|
7 |
p. i-ii
nvt p.
|
artikel
|
| 72 |
Editorial Board Continued
|
|
|
2009
|
|
7 |
p. i-
1 p.
|
artikel
|
| 73 |
Editorial Board Continued
|
|
|
2011
|
|
7 |
p. i-ii
nvt p.
|
artikel
|
| 74 |
Editorial Board Continued
|
|
|
2012
|
|
7 |
p. i-ii
nvt p.
|
artikel
|
| 75 |
Embeddedness and the Evolution of Global Networks
|
Fletcher, Richard
|
|
2001
|
|
7 |
p. 561-573
13 p.
|
artikel
|
| 76 |
Enablers and inhibitors of the development of network capability in entrepreneurial firms: A study of the Irish micro-brewing network
|
McGrath, Helen
|
|
2013
|
|
7 |
p. 1141-1153
13 p.
|
artikel
|
| 77 |
Engineering consultants' perceptions of corporate branding: A case study of an international engineering consultancy
|
Sheikh, Alireza
|
|
2011
|
|
7 |
p. 1123-1132
10 p.
|
artikel
|
| 78 |
Entry mode choice in China's regional distribution markets: Institution vs. transaction costs perspectives
|
Chen, Yung-Ray
|
|
2009
|
|
7 |
p. 702-713
12 p.
|
artikel
|
| 79 |
Evolutionary economics and the markets-as-networks approach
|
Brennan, Ross
|
|
2006
|
|
7 |
p. 829-838
10 p.
|
artikel
|
| 80 |
Expanding the sales professional's role: A strategic re-orientation?
|
Flaherty, Karen E.
|
|
2009
|
|
7 |
p. 806-813
8 p.
|
artikel
|
| 81 |
Explaining alliance success: Competences, resources, relational factors, and resource-advantage theory
|
Wittmann, C. Michael
|
|
2009
|
|
7 |
p. 743-756
14 p.
|
artikel
|
| 82 |
Exploring the impact of a supplier portal on the buyer–supplier relationship. The case of Ferrari Auto
|
Baglieri, Enzo
|
|
2007
|
|
7 |
p. 1010-1017
8 p.
|
artikel
|
| 83 |
Flexibility and rigidity in customization and build-to-order production
|
Fredriksson, Peter
|
|
2005
|
|
7 |
p. 695-705
11 p.
|
artikel
|
| 84 |
Formalization of reverse logistics programs: A strategy for managing liberalized returns
|
Autry, Chad W.
|
|
2005
|
|
7 |
p. 749-757
9 p.
|
artikel
|
| 85 |
Formation and evolution of buyer–supplier relationships: Conceiving dynamism in actor composition of business networks
|
Kamp, Bart
|
|
2005
|
|
7 |
p. 658-668
11 p.
|
artikel
|
| 86 |
Franchisor–franchisee supply chain cooperation: Sharing of demand forecast information in high-tech industries
|
Yan, Ruiliang
|
|
2012
|
|
7 |
p. 1164-1173
10 p.
|
artikel
|
| 87 |
Global account management: a supply-side managerial view
|
Harvey, Michael G.
|
|
2003
|
|
7 |
p. 563-571
9 p.
|
artikel
|
| 88 |
Global purchasing strategy: Conceptualization and measurement
|
Quintens, Lieven
|
|
2006
|
|
7 |
p. 881-891
11 p.
|
artikel
|
| 89 |
Going the extra mile
|
Dubinsky, Alan J.
|
|
2002
|
|
7 |
p. 589-598
10 p.
|
artikel
|
| 90 |
Hedonic Price Methods and the Structure of High-Technology Industrial Markets
|
Baltas, George
|
|
2001
|
|
7 |
p. 599-607
9 p.
|
artikel
|
| 91 |
How Buyer-Seller Relationship Quality Influences Adaptation and Innovation by Foreign MNCs’ Subsidiaries
|
Chang, Man-Ling
|
|
2012
|
|
7 |
p. 1047-1057
11 p.
|
artikel
|
| 92 |
How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors
|
Park, Jeong Eun
|
|
2010
|
|
7 |
p. 1128-1138
11 p.
|
artikel
|
| 93 |
How salespeople facilitate buyers' resource availability to enhance seller outcomes
|
Zhang, Annie Liqin
|
|
2013
|
|
7 |
p. 1121-1130
10 p.
|
artikel
|
| 94 |
Implementing key account management: Intraorganizational practices and associated dilemmas
|
Marcos-Cuevas, Javier
|
|
2014
|
|
7 |
p. 1216-1224
9 p.
|
artikel
|
| 95 |
IMP studies: A bridge between tradition and innovation
|
Cantù, Chiara
|
|
2013
|
|
7 |
p. 1007-1016
10 p.
|
artikel
|
| 96 |
Industrial brand value and relationship performance in business markets — A general structural equation model
|
Han, Sang-Lin
|
|
2008
|
|
7 |
p. 807-818
12 p.
|
artikel
|
| 97 |
Industrial Marketing Management
|
LaPlaca, Peter J.
|
|
2007
|
|
7 |
p. 843-
1 p.
|
artikel
|
| 98 |
Industrial Marketing Management, Vol. 33 No. 7, October 2004
|
LaPlaca, Peter J.
|
|
2004
|
|
7 |
p. iii-iv
nvt p.
|
artikel
|
| 99 |
Initial relationship development in new business ventures
|
La Rocca, Antonella
|
|
2013
|
|
7 |
p. 1025-1032
8 p.
|
artikel
|
| 100 |
Institutions and business networks: A comparative analysis of the Chinese, Russian, and West European markets
|
Jansson, Hans
|
|
2007
|
|
7 |
p. 955-967
13 p.
|
artikel
|
| 101 |
Internationalization, resource allocation and firm performance
|
Chen, Homin
|
|
2010
|
|
7 |
p. 1103-1110
8 p.
|
artikel
|
| 102 |
Joint learning in R&D collaborations and the facilitating relational practices
|
Huikkola, Tuomas
|
|
2013
|
|
7 |
p. 1167-1180
14 p.
|
artikel
|
| 103 |
Knowledge-based sales management strategy and the grafting metaphor: Implications for theory and practice
|
Madhavaram, Sreedhar
|
|
2010
|
|
7 |
p. 1078-1087
10 p.
|
artikel
|
| 104 |
Korean economic growth and marketing practice progress: A role model for economic growth of developing countries
|
Lee, Jinyong
|
|
2008
|
|
7 |
p. 753-757
5 p.
|
artikel
|
| 105 |
Letter from the Editor
|
LaPlaca, Peter J.
|
|
2005
|
|
7 |
p. 641-643
3 p.
|
artikel
|
| 106 |
Letter from the Editor
|
LaPlaca, Peter J.
|
|
2009
|
|
7 |
p. 699-701
3 p.
|
artikel
|
| 107 |
Letter from the Editor
|
LaPlaca, Peter J.
|
|
2013
|
|
7 |
p. 1005-1006
2 p.
|
artikel
|
| 108 |
Letter from the Editor. IMM Vol 40 No. 7
|
LaPlaca, Peter J.
|
|
2011
|
|
7 |
p. 1057-1059
3 p.
|
artikel
|
| 109 |
Letter to the Editor
|
LaPlaca, Peter J
|
|
2003
|
|
7 |
p. 531-532
2 p.
|
artikel
|
| 110 |
Making sense of network dynamics through network pictures: A longitudinal case study
|
Ford, David
|
|
2005
|
|
7 |
p. 648-657
10 p.
|
artikel
|
| 111 |
Managerial perceptions of global pioneering advantage: Theoretical framework and empirical evidence in the U.S. and Korea
|
Di Benedetto, C. Anthony
|
|
2008
|
|
7 |
p. 863-872
10 p.
|
artikel
|
| 112 |
Managerial perceptions of sales training and performance
|
Jantan, M.Asri
|
|
2004
|
|
7 |
p. 667-673
7 p.
|
artikel
|
| 113 |
Managing B2B customer churn, retention and profitability
|
Tamaddoni Jahromi, Ali
|
|
2014
|
|
7 |
p. 1258-1268
11 p.
|
artikel
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Managing in conflict: How actors distribute conflict in an industrial network
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Marketing Intelligent Systems for consumer behaviour modelling by a descriptive induction approach based on Genetic Fuzzy Systems
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Martínez-López, Francisco J.
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Marketing of competence-based solutions to buyers in exploratory relationships: Perspective of OEM suppliers
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Mobile technology usage and B2B market performance under mandatory adoption
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Multiple versions of markets: Multiplicity and performativity in market practice
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Multivariate statistics in industrial marketing management: A practitioner tool kit
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Navigating the new product development process
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Network actors' participation in B2B SME branding
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Networks in a protected business context: Licenses as restraints and facilitators
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OK you are now an approved supplier—but you still do not get orders
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Roy, Subroto
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2003
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Opening the network: Bridging the IMP tradition and other research perspectives
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Golfetto, Francesca
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2007
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5 p.
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Outsourcing reverse logistics of high-tech manufacturing firms by using a systematic decision-making approach: TFT-LCD sector in Taiwan
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Cheng, Yung-Hsiang
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2010
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9 p.
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Product competence exploitation and exploration strategies: The impact on new product performance through quality and innovativeness
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Molina-Castillo, Francisco-Jose
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2011
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Recruiting the Wrong Salespeople
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Mathews, Brian P
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2001
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10 p.
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Reexamining gender issues in salesperson propensity to leave
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Ladik, Daniel M
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2002
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9 p.
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Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills
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Gounaris, Spiros
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2014
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14 p.
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Relationship management: A sales role, or a state of mind?
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Davies, Iain A.
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2010
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7 |
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14 p.
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| 135 |
Representing markets: The shaping of fashion trends by French and Italian fabric companies
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Rinallo, Diego
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2006
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7 |
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14 p.
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Rise of strategic nets — New modes of value creation
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Möller, Kristian
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2007
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7 |
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14 p.
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Roles for managing in mobile service development nets
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Heikkinen, Marko T.
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2007
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7 |
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17 p.
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Sales and marketing resistance to Key Account Management implementation: An ethnographic investigation
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Pressey, Andrew D.
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2014
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7 |
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15 p.
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Sales force reactions to corporate social responsibility: Attributions, outcomes, and the mediating role of organizational trust
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Vlachos, Pavlos A.
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2010
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12 p.
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Sales management in the new millennium: an introduction
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Honeycutt Jr., Earl D.
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2002
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7 |
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4 p.
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Salesperson's innovation resistance and job satisfaction in intra-organizational diffusion of sales force automation technologies: The case of South Korea
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Cho, Seong Do
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2008
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7 |
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7 p.
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Sales training in Malaysia
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Honeycutt Jr., Earl D.
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2002
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7 p.
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Satisfaction and repurchase behavior in a business-to-business setting: Investigating the moderating effect of manufacturer, company and demographic characteristics
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Paulssen, Marcel
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2007
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7 |
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15 p.
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Satisfaction in buyer–seller relationships—Influence of cultural differences
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Voldnes, Gøril
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2012
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13 p.
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Securing and managing an organization's network legitimacy: The case of Motorola China
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Low, Brian
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2008
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7 p.
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Selling and sales management: An introduction to the special section and recommendations on advancing the sales research agenda
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Avlonitis, George J.
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2010
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4 p.
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Selling in the new millennium
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Ingram, Thomas N
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2002
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9 p.
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Services, products, and the institutional structure of production
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Araujo, Luis
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2006
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9 p.
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Sources, uses, and forms of data in the new product development process
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Zahay, Debra
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2004
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10 p.
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Special issue on relational key account management
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2014
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1 p.
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Special Issue on Selling and Sales Management
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LaPlaca, Peter J.
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2010
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7 |
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4 p.
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Stay in or get out the Janus? The maintenance of multiplex relationships between buyers and sellers
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Zerbini, Fabrizio
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2007
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7 |
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14 p.
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Strategic orientations, marketing capabilities and firm performance: An empirical investigation in the context of frontline managers in service organizations
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Theodosiou, Marios
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2012
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13 p.
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Strategic thinking and the IMP approach: A comparative analysis
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Baraldi, Enrico
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2007
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16 p.
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Strategizing as networking for new ventures
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Aaboen, Lise
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2013
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9 p.
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Supplier involvement in new product development in the food industry
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van der Valk, Wendy
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Supplier traits for better customer firm innovation performance
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Wagner, Stephan M.
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2010
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11 p.
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Survival and dissolution of exporter relationships with importers: A longitudinal analysis
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Payan, Janice M.
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Suspicion: Its sources, means of control, and effect on interorganizational relationships
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Hunter, Gary L.
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2011
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10 p.
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The changing role of middlemen — Strategic responses to distribution dynamics
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Olsson, Robert
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2013
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10 p.
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The contingent value of exploratory and exploitative learning for new product development performance
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Li, Ci-Rong
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2010
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12 p.
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The 18C's model for a successful long-term outsourcing arrangement
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Ishizaka, Alessio
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2012
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10 p.
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The effectiveness of Key Account Management practices
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Davies, Iain A.
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2014
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13 p.
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The effects of customer justice perception and affect on customer citizenship behavior and customer dysfunctional behavior
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Yi, Youjae
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17 p.
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The effects of environmental focus and program timing on green marketing performance and the moderating role of resource commitment
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Richey Jr., Robert Glenn
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2014
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12 p.
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The effects of incentives and personality on salesperson's customer orientation
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Widmier, Scott
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2002
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7 p.
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The effects of sales supervisor relationships on work meaning: The case of Canadian and Chinese salespersons
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Fock, Henry
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2010
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9 p.
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The impact of aligned rewards and senior manager attitudes on conflict and collaboration between sales and marketing
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Le Meunier-FitzHugh, Kenneth
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2011
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The impact of e-business infusion on channel coordination, conflict and reseller performance
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The impact of management commitment alignment on salespersons' adoption of sales force automation technologies: An empirical investigation
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Cascio, Robert
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2010
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9 p.
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The impact of the brand management system on brand performance in B–B and B–C environments
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Lee, Jinyong
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The implementation of customer profitability analysis: A case study
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2003
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11 p.
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The industrial brand personality scale: Building strong business-to-business brands
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Herbst, Uta
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2011
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10 p.
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The measurement of e-marketing orientation (EMO) in business-to-business markets
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Shaltoni, Abdel Monim
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2010
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6 p.
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The mode of exchange and shaping of markets: Distributor influence in the Swedish post-war food industry
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Kjellberg, Hans
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2007
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18 p.
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The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment
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9 p.
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The moderating effect of innovative capacity on the relationship between real options and strategic flexibility
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Tamayo-Torres, Ignacio
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2010
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8 p.
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The Negotiation Process as a Predictor of Relationship Outcomes in International Buyer–Supplier Arrangements
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Sharland, Alex
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2001
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The organizational form of vertical relationships: Dimensions of integration
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2006
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10 p.
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The performance impact of post-M&A interdepartmental integration: An empirical analysis
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Chen, Chi-Hsiang
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2010
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12 p.
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The R&D and marketing cooperation across new product development stages: An empirical study of Taiwan's IT industry
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Lu, Louis Y.Y.
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2004
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7 |
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13 p.
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The role of contextual factors in relationship commitment of buyers to foreign suppliers: A survey of Korean importers
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Karande, Kiran
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2008
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7 p.
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The role of learning and technical capabilities in predicting adoption of B2B technologies
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2004
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15 p.
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The significance of trust and renqing in the long-term orientation of Chinese business-to-business relationships
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Wang, Cheng Lu
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The transition from products to solutions: External business model fit and dynamics
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Ferreira, Fabiana Nogueira Holanda
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The web as an information source for sales recruits
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2002
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To invest, or not to invest, in brands? Drivers of brand relevance in B2B markets
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Backhaus, Klaus
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11 p.
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Top management involvement with key accounts: The concept, its dimensions, and strategic outcomes
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Guesalaga, Rodrigo
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2014
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11 p.
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Total cost/response rate trade-offs in mail survey research: impact of follow-up mailings and monetary incentives
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Larson, Paul D.
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2003
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Understanding B2B and the Web: the acceleration of coordination and motivation
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Berthon, Pierre
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2003
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9 p.
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Understanding sales manager effectiveness
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2002
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Understanding types of organizational networking behaviors in the UK manufacturing sector
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2013
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13 p.
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Usage, barriers and measurement of social media marketing: An exploratory investigation of small and medium B2B brands
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Michaelidou, Nina
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Using trade fairs in key account management
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2002
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Value in business markets: What do we know? Where are we going?
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Lindgreen, Adam
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What's next in key account management research? Building the bridge between the academic literature and the practitioners' priorities
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Guesalaga, Rodrigo
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6 p.
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When do they care to share? How manufacturers make contracted service partners share knowledge
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de Vries, Jelle
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When in Rome, be(come) a Roman? An actor focus on identities in networks
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Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures
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Friend, Scott B.
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Your Product-costing System Seems to Be Broken
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Lere, John C
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Zooming in VS zooming out on value co-creation: Consequences for BtoB research
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Leroy, Julie
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2013
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10 p.
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