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Effective industrial marketing JOURNAL ARTICLE published October 1978 in Industrial Marketing Management |
A survey of sales incentive programs JOURNAL ARTICLE published August 1989 in Industrial Marketing Management |
Problem formulation in industrial marketing research JOURNAL ARTICLE published December 1978 in Industrial Marketing Management |
Growth through acquisition at United Technologies JOURNAL ARTICLE published December 1978 in Industrial Marketing Management |
Stressors, leadership substitutes, and relations with supervision among industrial salespeople JOURNAL ARTICLE published May 1997 in Industrial Marketing Management |
Cross-functional knowledge sharing, coordination and firm performance: The role of cross-functional competition JOURNAL ARTICLE published May 2018 in Industrial Marketing Management |
Special issue: Global marketing of industrial products Vol 35 No 5 (July 2006) JOURNAL ARTICLE published July 2006 in Industrial Marketing Management |
Understanding the competition: A practical guide to competitive analysis JOURNAL ARTICLE published February 1984 in Industrial Marketing Management |
Editorial Board JOURNAL ARTICLE published May 2009 in Industrial Marketing Management |
When Salespeople Fail JOURNAL ARTICLE published January 1999 in Industrial Marketing Management |
Editorial Board Continued JOURNAL ARTICLE published October 2019 in Industrial Marketing Management |
Evaluating the capital purchase of a new technology JOURNAL ARTICLE published February 1984 in Industrial Marketing Management |
Behavioral models for market analysis: Foundations for marketing action JOURNAL ARTICLE published October 1978 in Industrial Marketing Management |
From the editor JOURNAL ARTICLE published June 1995 in Industrial Marketing Management |
Sales force evaluation with expectancy theory JOURNAL ARTICLE published April 1983 in Industrial Marketing Management |
Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors JOURNAL ARTICLE published July 2004 in Industrial Marketing Management |
Marketing: Basic concepts for decision making JOURNAL ARTICLE published January 1979 in Industrial Marketing Management |
Letter from the Editor JOURNAL ARTICLE published July 2012 in Industrial Marketing Management |
Comparative industrial advertising: The content and frequency JOURNAL ARTICLE published May 1984 in Industrial Marketing Management |
Corrigendum to "Antecedents of Institutional Entrepreneurship in Industrial Networks: A Critical Realist Explanation"[Industrial Marketing Management 42/3 (2013) Page 405–420] JOURNAL ARTICLE published July 2013 in Industrial Marketing Management |