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Showing results for ISSN matching 0019-8501

Evaluating the bases of supplier segmentation: A review and taxonomy

JOURNAL ARTICLE published May 2010 in Industrial Marketing Management

Authors: Marc Day | Gregory M. Magnan | Morten Munkgaard Moeller

https://doi.org/10.1016/j.indmarman.2009.06.001 Actions

Social power as an antecedence of governance in buyer-supplier alliances

JOURNAL ARTICLE published February 2019 in Industrial Marketing Management

Authors: Thomas Clauss | Ricarda B. Bouncken

https://doi.org/10.1016/j.indmarman.2018.12.005 Actions

The evolution of generic brands in industrial markets: the challenges to owners of brand equity

JOURNAL ARTICLE published August 2002 in Industrial Marketing Management

Authors: John Low | Keith Blois

https://doi.org/10.1016/s0019-8501(00)00131-0 Actions

Follow-up mail surveys

JOURNAL ARTICLE published August 1992 in Industrial Marketing Management

Authors: M.Chris Paxson

https://doi.org/10.1016/0019-8501(92)90016-m Actions

Global account management: a supply-side managerial view

JOURNAL ARTICLE published October 2003 in Industrial Marketing Management

Authors: Michael G. Harvey | Milorad M. Novicevic | Thomas Hench | Matthew Myers

https://doi.org/10.1016/s0019-8501(02)00280-8 Actions

When inter-firm relationship benefits mitigate power asymmetry

JOURNAL ARTICLE published July 2015 in Industrial Marketing Management

Authors: Kirsten Cowan | Audhesh K. Paswan | Eric Van Steenburg

https://doi.org/10.1016/j.indmarman.2015.03.013 Actions

New product processes at leading industrial firms

JOURNAL ARTICLE published May 1991 in Industrial Marketing Management

Authors: Robert G. Cooper | Elko J. Kleinschmidt

https://doi.org/10.1016/0019-8501(91)90032-b Actions

Embracing uncertainty in value-based selling by means of design thinking

JOURNAL ARTICLE published August 2017 in Industrial Marketing Management

Authors: Hanna Luotola | Magnus Hellström | Magnus Gustafsson | Olga Perminova-Harikoski

https://doi.org/10.1016/j.indmarman.2017.05.004 Actions

Global perspectives of sales enablement: Constituents, services, and goals

JOURNAL ARTICLE published January 2021 in Industrial Marketing Management

Authors: Robert M. Peterson | Howard F. Dover

https://doi.org/10.1016/j.indmarman.2020.12.003 Actions

Sales channel integration after mergers and acquisitions: A methodological approach for avoiding common pitfalls

JOURNAL ARTICLE published July 2007 in Industrial Marketing Management

Authors: Robert W. Palmatier | C. Fred Miao | Eric Fang

https://doi.org/10.1016/j.indmarman.2006.03.001 Actions

Purchasing professional services: A transaction cost view of the antecedents and consequences of purchasing formalization

JOURNAL ARTICLE published July 2014 in Industrial Marketing Management

Authors: Frida Pemer | Andreas Werr | Mattia Bianchi

https://doi.org/10.1016/j.indmarman.2014.04.009 Actions

Improving service quality in an industrial setting

JOURNAL ARTICLE published February 1994 in Industrial Marketing Management

Authors: S.Anne Moore | Bodo B. Schlegelmilch

https://doi.org/10.1016/0019-8501(94)90030-2 Actions

Use of the written contract in long-lasting business relationships

JOURNAL ARTICLE published April 2004 in Industrial Marketing Management

Authors: Tommy Roxenhall | Pervez Ghauri

https://doi.org/10.1016/j.indmarman.2003.10.015 Actions

Actors, resources, activities and commitments

JOURNAL ARTICLE published July 2009 in Industrial Marketing Management

Authors: Peter Lenney | Geoff Easton

https://doi.org/10.1016/j.indmarman.2008.12.020 Actions

Control mechanisms, idea transfer, and performance in sales organizations

JOURNAL ARTICLE published July 2012 in Industrial Marketing Management

Authors: Karen E. Flaherty | James M. Pappas

https://doi.org/10.1016/j.indmarman.2011.10.008 Actions

Change and transformation of networks and relationships — Fundamental aspects of business reality

JOURNAL ARTICLE published October 2016 in Industrial Marketing Management

Authors: Krzysztof Fonfara | Milena Ratajczak-Mrozek | Grzegorz Leszczyński

https://doi.org/10.1016/j.indmarman.2016.06.004 Actions

Why industrial advertising is often done in house

JOURNAL ARTICLE published November 1992 in Industrial Marketing Management

Authors: M. Louise Ripley

https://doi.org/10.1016/0019-8501(92)90043-s Actions

On the planning of sales planning

JOURNAL ARTICLE published August 1975 in Industrial Marketing Management

Authors: Eugene Robillard

https://doi.org/10.1016/0019-8501(75)90024-3 Actions

Determining motor carrier backhaul markets

JOURNAL ARTICLE published August 1986 in Industrial Marketing Management

Authors: John T. Mentzer

https://doi.org/10.1016/0019-8501(86)90033-7 Actions

Secrets of a corporate headhunter

JOURNAL ARTICLE published October 1982 in Industrial Marketing Management

Authors: John Wright

https://doi.org/10.1016/0019-8501(82)90024-4 Actions
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