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Evaluating the bases of supplier segmentation: A review and taxonomy JOURNAL ARTICLE published May 2010 in Industrial Marketing Management |
Social power as an antecedence of governance in buyer-supplier alliances JOURNAL ARTICLE published February 2019 in Industrial Marketing Management |
The evolution of generic brands in industrial markets: the challenges to owners of brand equity JOURNAL ARTICLE published August 2002 in Industrial Marketing Management |
Follow-up mail surveys JOURNAL ARTICLE published August 1992 in Industrial Marketing Management |
Global account management: a supply-side managerial view JOURNAL ARTICLE published October 2003 in Industrial Marketing Management |
Embracing uncertainty in value-based selling by means of design thinking JOURNAL ARTICLE published August 2017 in Industrial Marketing Management |
Sales channel integration after mergers and acquisitions: A methodological approach for avoiding common pitfalls JOURNAL ARTICLE published July 2007 in Industrial Marketing Management |
Use of the written contract in long-lasting business relationships JOURNAL ARTICLE published April 2004 in Industrial Marketing Management |
Actors, resources, activities and commitments JOURNAL ARTICLE published July 2009 in Industrial Marketing Management |
Control mechanisms, idea transfer, and performance in sales organizations JOURNAL ARTICLE published July 2012 in Industrial Marketing Management |
Change and transformation of networks and relationships — Fundamental aspects of business reality JOURNAL ARTICLE published October 2016 in Industrial Marketing Management |
Why industrial advertising is often done in house JOURNAL ARTICLE published November 1992 in Industrial Marketing Management |
On the planning of sales planning JOURNAL ARTICLE published August 1975 in Industrial Marketing Management |
Determining motor carrier backhaul markets JOURNAL ARTICLE published August 1986 in Industrial Marketing Management |
Secrets of a corporate headhunter JOURNAL ARTICLE published October 1982 in Industrial Marketing Management |
Industrial advertising and publicity JOURNAL ARTICLE published December 1978 in Industrial Marketing Management |
Reviews JOURNAL ARTICLE published June 1973 in Industrial Marketing Management |
A product evaluation, improvement and removal model JOURNAL ARTICLE published August 1973 in Industrial Marketing Management |
Energy consumption analysis by application of national input-output tables JOURNAL ARTICLE published July 1974 in Industrial Marketing Management |
Editorial Board JOURNAL ARTICLE published January 1977 in Industrial Marketing Management |