National Account Management: Large Account Selling or Buyer-Supplier Alliance?
- Published in:
- Journal of Personal Selling & Sales Management, 1997, v. 17, n. 4, p. 61, doi. 10.1080/08853134.1997.10754111
- By:
- Publication type:
- Article
Works by SPEKMAN, ROBERT E.
Results: 19
1
2
Alliances, External Technology Acquisition, and Discontinuous Technological Change.
- Published in:
- Journal of Product Innovation Management, 1997, v. 14, n. 2, p. 102, doi. 10.1016/S0737-6782(96)00077-X
- By:
- Publication type:
- Article
3
ALLIANCE MANAGEMENT: A VIEW FROM THE PAST AND A LOOK TO THE FUTURE.
- Published in:
- Journal of Management Studies (Wiley-Blackwell), 1998, v. 35, n. 6, p. 747, doi. 10.1111/1467-6486.00118
- By:
- Publication type:
- Article
4
The Licensing of Market Development Rights within Technology Alliances: A Shareholder Value Perspective.
- Published in:
- Journal of Product Innovation Management, 2010, v. 27, n. 4, p. 593, doi. 10.1111/j.1540-5885.2010.00737.x
- By:
- Publication type:
- Article
5
The Journal of Business-to-Business Marketing at 21 and My Perspective on the Field of B to B Marketing.
- Published in:
- Journal of Business-to-Business Marketing, 2015, v. 22, n. 1/2, p. 87, doi. 10.1080/1051712X.2015.1020245
- By:
- Publication type:
- Article
6
Internet Usage Within B2B Relationships and Its Impact on Value Creation: A Conceptual Model and Research Propositions.
- Published in:
- Journal of Business-to-Business Marketing, 2004, v. 11, n. 1/2, p. 9, doi. 10.1300/J033v11n01_03
- By:
- Publication type:
- Article
7
Social Exchange Theory and Research on Business-to-Business Relational Exchange.
- Published in:
- Journal of Business-to-Business Marketing, 2001, v. 8, n. 3, p. 1, doi. 10.1300/J033v08n03_01
- By:
- Publication type:
- Article
8
A Commentary on Business Marketing: A Twenty Year Review and an Invitation for Continued Dialogue.
- Published in:
- Journal of Business-to-Business Marketing, 2000, v. 7, n. 4, p. 11, doi. 10.1300/J033v07n04_03
- By:
- Publication type:
- Article
9
An Empirical Investigation of the Formation and Implications of the Organizational Buyer's Strategic and Tactical Roles.
- Published in:
- Journal of Business-to-Business Marketing, 1995, v. 2, n. 4, p. 37
- By:
- Publication type:
- Article
10
The market value impact of indirect ties within technology alliances.
- Published in:
- Journal of the Academy of Marketing Science, 2008, v. 36, n. 4, p. 488, doi. 10.1007/s11747-008-0108-y
- By:
- Publication type:
- Article
11
Alliance Competence, Resources, and Alliance Success: Conceptualization, Measurement, and Initial Test.
- Published in:
- Journal of the Academy of Marketing Science, 2002, v. 30, n. 2, p. 141, doi. 10.1177/03079459994399
- By:
- Publication type:
- Article
12
Interimistic Relational Exchange: Conceptualization and Propositional Development.
- Published in:
- Journal of the Academy of Marketing Science, 2000, v. 28, n. 2, p. 212, doi. 10.1177/0092070300282003
- By:
- Publication type:
- Article
13
Chain or Shackles: Understanding What Drives Supply-Chain Performance.
- Published in:
- Interfaces, 2000, v. 30, n. 4, p. 3, doi. 10.1287/inte.30.4.3.11644
- By:
- Publication type:
- Article
14
An Empirical Investigation of the Information Sources Used During the Industrial Buying Process.
- Published in:
- Journal of Marketing Research (JMR), 1984, v. 21, n. 2, p. 137, doi. 10.2307/3151696
- By:
- Publication type:
- Article
15
Influence and Information: An Exploratory Investigation of the Boundary Role Person's Basis of Power.
- Published in:
- Academy of Management Journal, 1979, v. 22, n. 1, p. 104, doi. 10.2307/255482
- By:
- Publication type:
- Article
16
THE COLLEGE CHOICE PROCESS: SOME EMPIRICAL RESULTS.
- Published in:
- Advances in Consumer Research, 1980, v. 7, n. 1, p. 700
- By:
- Publication type:
- Article
17
NARROWING THE CONCEPTUAL-EMPIRICAL GAP IN ORGANIZATIONAL BUYING BEHAVIOR.
- Published in:
- Advances in Consumer Research, 1978, v. 5, n. 1, p. 653
- By:
- Publication type:
- Article
18
Just-In-Time Exchange Relationships in Industrial Markets.
- Published in:
- Journal of Marketing, 1988, v. 52, n. 4, p. 52, doi. 10.1177/002224298805200406
- By:
- Publication type:
- Article
19
ENVIRONMENTAL UNCERTAINTY AND BUYING GROUP STRUCTURE: AN EMPIRICAL INVESTIGATION.
- Published in:
- Journal of Marketing, 1979, v. 43, n. 2, p. 54, doi. 10.1177/002224297904300206
- By:
- Publication type:
- Article