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Sales Force Management Courses

Sales Force Management Courses

Journal of Marketing Insights in the Classroom

Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis:
Palmatier, Robert W., Rajiv P. Dant, Dhruv Grewal, and Kenneth R. Evans (2006), “Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis,” Journal of Marketing, 70 (4), 136-153.​

Rethinking Customer Solutions: From Product Bundles to Relational Processes:
Tuli, Kapil R., Ajay K. Kohli, and Sundar G. Bharadwaj (2007), “Rethinking Customer Solutions: From Product Bundles to Relational Processes.” Journal of Marketing, 70 (3), 1-17

Sales-to-Marketing Job Transitions
Johnson, Jeff S. and Joseph M. Matthes (2018), “Sales-to-Marketing Job Transitions,” Journal of Marketing, 82 (4), 32–48.

Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors’ Screening and Firm’s Signaling Processes
Panagopoulos, Nikolaos G., Ryan Mullins, and Panagiotis Avramidis (2018),
“Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors’ Screening and Firm’s Signaling Processes,” Journal of Marketing, 82 (6), 71-88.

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