TOC: Industrial Mar Man


Industrial Marketing Management, 39(7)

 ARC: Connections: ELMAR: TOC

Arrow Doodadareas: b2b: journals

Industrial Marketing Management 

Relevant ARCategory: Marketing Journals 

Special Issue on Selling and Sales Management
Peter J. LaPlaca [Publisher]

Selling and sales management: An introduction to the special section and recommendations on advancing the sales research agenda
George J. Avlonitis, Nikolaos G. Panagopoulos [Publisher] [Google Scholar]

Relationship management: A sales role, or a state of mind?An investigation of functions and attitudes across a business-to-business sales force
Iain A. Davies, Lynette J. Ryals, Sue Holt [Publisher] [Google Scholar]

What’s next in key account management research? Building the bridge between the academic literature and the practitioners’ priorities
Rodrigo Guesalaga, Wesley Johnston [Publisher] [Google Scholar]

The effects of sales supervisor relationships on work meaning: The case of Canadian and Chinese salespersons
Henry Fock, Frederick Yim, Michael Rodriguez [Publisher] [Google Scholar]

Knowledge-based sales management strategy and the grafting metaphor: Implications for theory and practice
Sreedhar Madhavaram, Robert E. McDonald [Publisher] [Google Scholar]

The impact of management commitment alignment on salespersons’ adoption of sales force automation technologies: An empirical investigation
Robert Cascio, Babu John Mariadoss, Nacef Mouri [Publisher] [Google Scholar]

The measurement of e-marketing orientation (EMO) in business-to-business markets
Abdel Monim Shaltoni, Douglas C. West [Publisher] [Google Scholar]

Internationalization, resource allocation and firm performance
Homin Chen, Chia-Wen Hsu [Publisher] [Google Scholar]

Outsourcing reverse logistics of high-tech manufacturing firms by using a systematic decision-making approach: TFT-LCD sector in Taiwan
Yung-Hsiang Cheng, Frank Lee [Publisher] [Google Scholar]

The moderating effect of innovative capacity on the relationship between real options and strategic flexibility
Ignacio Tamayo-Torres, Antonia Ruiz-Moreno, Antonio J. Verdú [Publisher] [Google Scholar]

How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors
Jeong Eun Park, Juyoung Kim, Alan J. Dubinsky, Hyunju Lee [Publisher] [Google Scholar]

Supplier traits for better customer firm innovation performance
Stephan M. Wagner [Publisher] [Google Scholar]

The performance impact of post-M&A interdepartmental integration: An empirical analysis
Chi-Hsiang Chen, Yong-Yang Chang, Ming-ji James Lin [Publisher] [Google Scholar]

A psychometric assessment of the Lennox and Wolfe self-monitoring scale in the sales force
Dawn R. Deeter-Schmelz, Rosemary P. Ramsey [Publisher] [Google Scholar]

A process-oriented perspective on customer relationship management and organizational performance: An empirical investigation
Abbas Keramati, Hamed Mehrabi, Navid Mojir [Publisher] [Google Scholar]

The contingent value of exploratory and exploitative learning for new product development performance
Ci-Rong Li, Chih-Peng Chu, Chen-Ju Lin [Publisher] [Google Scholar]

Survival and dissolution of exporter relationships with importers: A longitudinal analysis
Janice M. Payan, Claude Obadia, James Reardon, Irena Vida [Publisher] [Google Scholar]

Sales force reactions to corporate social responsibility: Attributions, outcomes, and the mediating role of organizational trust
Pavlos A. Vlachos, Aristeidis Theotokis, Nikolaos G. Panagopoulos [Publisher] [Google Scholar]