Distributing through multiple channels in industrial wholesaling: how many and how much?
- Published in:
- Journal of the Academy of Marketing Science, 2015, v. 43, n. 6, p. 746, doi. 10.1007/s11747-014-0406-5
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- Publication type:
- Article
Works matching DE "KEY accounts in selling"
Results: 12
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Intraorganizational Determinants of Key Account Management Effectiveness.
- Published in:
- Journal of the Academy of Marketing Science, 2003, v. 31, n. 1, p. 3, doi. 10.1177/0092070302238599
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- Article
3
Key Account Management: Theory, Practice and Challenges.
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- Journal of Marketing Management, 1997, v. 13, n. 8, p. 737, doi. 10.1080/0267257X.1997.9964509
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- Article
4
Relations interentreprises et négociation.
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- Revue Management et Avenir, 2011, n. 44, p. 198
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- Publication type:
- Article
5
The role of formal information sharing in key account team effectiveness: does informal control matter and when.
- Published in:
- Journal of Personal Selling & Sales Management, 2017, v. 37, n. 4, p. 313, doi. 10.1080/08853134.2017.1393341
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- Article
6
KEY ACCOUNT MANAGEMENT: ADDING ELEMENTS OF ACCOUNT FIT TO AN INTEGRATIVE THEORETICAL FRAMEWORK.
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- Journal of Personal Selling & Sales Management, 2009, v. 29, n. 4, p. 305, doi. 10.2753/PSS0885-3134290401
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- Publication type:
- Article
7
Strategic Collaborative Communication by Key Account Representatives.
- Published in:
- Journal of Personal Selling & Sales Management, 2002, v. 22, n. 1, p. 23, doi. 10.1080/08853134.2002.10754290
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- Publication type:
- Article
8
An Empirical Investigation of Key Account Salesperson Effectiveness.
- Published in:
- Journal of Personal Selling & Sales Management, 2000, v. 20, n. 4, p. 253, doi. 10.1080/08853134.2000.10754245
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- Publication type:
- Article
9
Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics.
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- Journal of Personal Selling & Sales Management, 1997, v. 17, n. 4, p. 27, doi. 10.1080/08853134.1997.10754108
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- Publication type:
- Article
10
Key Account Management in the Business to Business Field: The Key Account's Point of View.
- Published in:
- Journal of Personal Selling & Sales Management, 1997, v. 17, n. 4, p. 17, doi. 10.1080/08853134.1997.10754107
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- Publication type:
- Article
11
Global Customer Management Programs: HOW TO MAKE THEM REALLY WORK.
- Published in:
- California Management Review, 2010, v. 52, n. 2, p. 32, doi. 10.1525/cmr.2010.52.2.32
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- Article
12
KEY ACCOUNT VS. OTHER SALES MANAGEMENT SYSTEMS: IS THERE A DIFFERENCE IN PROVIDING CUSTOMER INPUT DURING THE NEW PRODUCT DEVELOPMENT PROCESS?
- Published in:
- Marketing Management Journal, 2009, v. 19, n. 2, p. 1
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- Publication type:
- Article