ARC: Connections: ELMAR: TOC areas: b2b: journals

Industrial Marketing Management  Relevant ARCategory: Marketing Journals

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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]

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