Works matching DE "BUSINESS-to-business transactions"

Results: 883

Evaluating the Critical Success Factors of Marketing Automation Through Cross-Case Analysis and DEMATEL.

Published in:

International Journal of Information Technology & Decision Making, 2025, v. 24, n. 5, p. 1283, doi. 10.1142/S0219622024500081

By:

Mathur, Akshay;
Singh, Saumya

Publication type:

Article

Link-Based Methodology for Industrial Structure Analysis: A Case Study of the Korean Transportation Logistics Industry.

Published in:

Applied Sciences (2076-3417), 2025, v. 15, n. 14, p. 7685, doi. 10.3390/app15147685

By:

Song, Ki-Han;
Lee, Ha-jeong;
Suh, Wonho;
Elkosantini, Sabeur;
Lee, Seongkwan Mark

Publication type:

Article

FROM STRATEGY AND PRACTICE TO ORGANIZATIONAL SUCCESS IN INTERNATIONALIZATION: A QUALITATIVE APPROACH.

Published in:

Economic & Managerial Spectrum / Ekonomicko-manažérske Spektrum, 2025, v. 19, n. 1, p. 55, doi. 10.26552/ems.2025.1.55-68

By:

Biea, Elena Adriana;
Ciuciuc, Victor

Publication type:

Article

THE CORRELATION BETWEEN HUMAN RESOURCE MANAGEMENT PRACTICES, STRATEGIC SALES IN BUSINESS-TO-BUSINESS MARKETING, AND FIRM PERFORMANCE: EVIDENCE FROM THE TELECOMMUNICATIONS SECTOR IN CHINA.

Published in:

Cuestiones de Fisioterapia, 2024, v. 53, n. 3, p. 2705

By:

LINLING, YU;
ALI, DHAKIR ABBAS

Publication type:

Article

A COMPREHENSIVE EXAMINATION OF STRATEGIES TO ENHANCE EMPLOYEE ENGAGEMENT AND PROMOTE BUSINESS-TO-BUSINESS COLLABORATION FOR REVENUE EXPANSION IN ORGANISATIONS.

Published in:

Cuestiones de Fisioterapia, 2024, v. 53, n. 3, p. 2901

By:

HAN FANG;
Ali, Dhakir Abbas

Publication type:

Article

The Impact of Financial Record-Keeping Practices on the Performance of Small and Medium Enterprises.

Published in:

International Journal of Finance & Banking Studies, 2025, v. 14, n. 2, p. 103, doi. 10.20525/ijfbs.v14i2.4163

By:

Damascene, Uwitonze Jean;
Kasozi, Kato Mahazi

Publication type:

Article

News.

Published in:: Chemistry & Industry, 2025, v. 89, n. 6, p. 5, doi. 10.1002/cind.10442
Publication type:: Article

Recent English cases reaffirm certainty in contractual interpretation.

Published in:

Construction Law International, 2025, v. 20, n. 1, p. 40

By:

Cheung, Mathias

Publication type:

Article

Proposed Business-To-Business Marketing Strategy Ffor Indibiz Ekspedisi at PT Telekomunikasi Indonesia.

Published in:

Journal Research of Social Science, Economics & Management, 2025, v. 4, n. 11, p. 1968, doi. 10.59141/jrssem.v4i11.871

By:

Amalia, Nadya

Publication type:

Article

Lawyer Liability for Wire Transfer Fraud.

Published in:

Brief, 2025, v. 54, n. 3, p. 16

By:

Richmond, Douglas R.;
Ricke, Andrew J.

Publication type:

Article

US home textile business of GHCL set for overhaul.

Published in:: Man-Made Textiles in India, 2008, v. 51, n. 5, p. 179
Publication type:: Article

In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 3, p. 253, doi. 10.1080/08853134.2024.2305496

By:

Guenzi, Paolo;
Nijssen, Edwin J.

Publication type:

Article

Rapport building in B2B sales interactions: the process and explananda.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 2, p. 177, doi. 10.1080/08853134.2023.2216935

By:

Jokiniemi, Sini;
Halinen, Aino;
Pullins, Ellen Bolmans;
Hosoi, Kenichi

Publication type:

Article

Exploring the drivers of B2B end user engagement.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 3, p. 159, doi. 10.1080/08853134.2022.2120488

By:

Fehl, Amy Greiner;
Good, Valerie;
Arnold, Todd

Publication type:

Article

Adaptive selling in business-to-business markets: Contextual boundary of a selling strategy from retailing.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 2, p. 117, doi. 10.1080/08853134.2022.2113092

By:

Cron, William L.;
Alavi, Sascha;
Habel, Johannes

Publication type:

Article

Benefits, discounts, features, and value as communication foci in selling: Exploring concepts, drivers, and outcomes.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 1, p. 46, doi. 10.1080/08853134.2022.2082451

By:

Klarmann, Martin;
Wouters, Marc

Publication type:

Article

Analyzing sales proposal rejections via machine learning.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 1, p. 24, doi. 10.1080/08853134.2022.2067554

By:

Nguyen, Peter;
Friend, Scott B.;
Chase, Kevin S.;
Johnson, Jeff S.

Publication type:

Article

Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 3, p. 200, doi. 10.1080/08853134.2020.1858844

By:

Schwepker Jr., Charles H.;
Good, Megan C.

Publication type:

Article

How the introduction of digital sales channels affects salespeople in business-to-business contexts: a qualitative inquiry.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 2, p. 150, doi. 10.1080/08853134.2021.1906260

By:

Bongers, Franziska M.;
Schumann, Jan H.;
Schmitz, Christian

Publication type:

Article

Personal Selling and Sales Management Abstracts.

Published in:

2019

By:

Deeter-Schmelz, Dawn R.

Publication type:

Abstract

Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 2, p. 138, doi. 10.1080/08853134.2018.1562352

By:

Agnihotri, Raj;
Yang, Zhiyong;
Briggs, Elten

Publication type:

Article

Sales manager cost control engagement: antecedents and performance implications.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 2, p. 123, doi. 10.1080/08853134.2018.1548284

By:

Skiba, Jenifer;
Saini, Amit;
Friend, Scott B.

Publication type:

Article

Systems-savvy selling, interpersonal identification with customers, and the sales manager's motivational paradox: a constructivist grounded theory approach.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 4, p. 391, doi. 10.1080/08853134.2018.1517357

By:

St. Clair, Donald P.;
Hunter, Gary K.;
Cola, Philip A.;
Boland, Richard J.

Publication type:

Article

Personal selling and the purchasing function: where do we go from here?

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 123, doi. 10.1080/08853134.2018.1425881

By:

Paesbrugghe, Bert;
Sharma, Arun;
Rangarajan, Deva;
Syam, Niladri

Publication type:

Article

Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships.

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 1, p. 42, doi. 10.1080/08853134.2016.1272051

By:

Friend, Scott B.;
Johnson, Jeff S.

Publication type:

Article

A process model of buyer responses to salesperson transgressions and recovery efforts: the impact of salesperson orientation.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 1, p. 59, doi. 10.1080/08853134.2016.1149352

By:

Hansen, John D.;
Lund, Donald J.;
DeCarlo, Thomas E.

Publication type:

Article

Influencing the salesforce through perceived ethical leadership: the role of salesforce socialization and person–organization fit on salesperson ethics and performance.

Published in:

Journal of Personal Selling & Sales Management, 2015, v. 35, n. 4, p. 292, doi. 10.1080/08853134.2015.1106769

By:

Schwepker, Charles H.

Publication type:

Article

Indsales Model: A Facet-Level Job Satisfaction Model Among Salespeople.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 4, p. 419, doi. 10.2753/PSS0885-3134330405

By:

Friend, Scott B.;
Johnson, Jeff S.;
Rutherford, Brian N.;
Hamwi, G. Alexander

Publication type:

Article

The Effect of Psychological Climate for Innovation on Salespeople's Creativity and Turnover Intention.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 4, p. 373, doi. 10.2753/PSS0885-3134330402

By:

Wang, Guangping;
Ma, Xiaoqin

Publication type:

Article

The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 39, doi. 10.2753/PSS0885-3134330104

By:

Borg, Susanne Wiatr;
Johnston, Wesley J.

Publication type:

Article

Bringing "Social" into Sales: The Impact of Salespeople's Social Media Use on Service Behaviors and Value Creation.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 3, p. 333, doi. 10.2753/PSS0885-3134320304

By:

Agnihotri, Raj;
Kothandaraman, Prabakar;
Kashyap, Rajiv;
Singh, Ramendra

Publication type:

Article

Social Media's Influence on Business-To-Business Sales Performance.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 3, p. 365, doi. 10.2753/PSS0885-3134320306

By:

Rodriguez, Michael;
Peterson, Robert M.;
Krishnan, Vijaykumar

Publication type:

Article

The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 2, p. 225, doi. 10.2753/PSS0885-3134320204

By:

Wang, Guangping;
Dou, Wenyu;
Zhou, Nan

Publication type:

Article

The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 1, p. 15, doi. 10.2753/PSS0885-3134320103

By:

Blocker, Christopher P.;
Cannon, Joseph P.;
Panagopoulos, Nikolaos G.;
Sager, Jeffrey K.

Publication type:

Article

BUYER-SELLER INTERACTIONS IN MATURE INDUSTRIAL MARKETS: BLURRING THE RELATIONAL-TRANSACTIONAL SELLING DICHOTOMY.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 3, p. 255, doi. 10.2753/PSS0885-3134310304

By:

Geiger, Susi;
Finch, John

Publication type:

Article

MANAGEMENT PRACTICE S IN SOLUTION SALES--A MULTILEVEL AND CROSS-FUNCTIONAL FRAMEWORK.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 1, p. 35, doi. 10.2753/PSS0885-3134310103

By:

Storbacka, Kaj;
Polsa, Pia;
Sääkjärvi, Maria

Publication type:

Article

SALES ORGANIZATION RECOVERY MANAGEMENT AND RELATIONSHIP SELLING: A CONCEPTUAL MODEL AND EMPIRICAL TEST.

Published in:

Journal of Personal Selling & Sales Management, 2010, v. 30, n. 3, p. 223, doi. 10.2753/PSS0885-3134300303

By:

Gonzalez, Gabriel R.;
Hoffman, K. Douglas;
Ingram, Thomas N.;
LaForge, Raymond W.

Publication type:

Article

E-COLLABORATIVE NETWORKS: A CASE STUDY ON THE NEW ROLE OF THE SALES FORCE.

Published in:

2009

By:

Hollenbeck, Candice R.;
Zinkhan, George M.;
French, Warren;
Ji Hee Song

Publication type:

Case Study

THE ANTECEDENTS OF DOUBLE COMPENSATION IN CONCURRENT CHANNEL SYSTEMS IN BUSINESS-TO-BUSINESS MARKETS.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 2, p. 133, doi. 10.2753/PSS0885-3134280202

By:

Sa Vinhas, Alberto;
Anderson, Erin

Publication type:

Article

THE ROLE OF PURCHASE IMPORTANCE ON BUYER PERCEPTIONS OF THE TRUST AND EXPERTISE COMPONENTS OF SUPPLIER AND SALESPERSON CREDIBILITY IN BUSINESS-TO-BUSINESS RELATIONSHIPS.

Published in:

Journal of Personal Selling & Sales Management, 2007, v. 27, n. 3, p. 247, doi. 10.2753/PSS0885-3134270304

By:

Belonax, Jr., Joseph J.;
Newell, Stephen J.;
Plank, Richard E.

Publication type:

Article

ROLE STRESS, ATTITUDES, AND JOB OUTCOMES IN BUSINESS-TO-BUSINESS SELLING: DOES THE TYPE OF SELLING SITUATION MATTER?

Published in:

Journal of Personal Selling & Sales Management, 2006, v. 26, n. 1, p. 67, doi. 10.2753/PSS0885-3134260106

By:

Avlonitis, George J.;
Panagopoulos, Nikolaos G.

Publication type:

Article

COMMUNICATION MEDIA PREFERENCES IN BUSINESS-TO-BUSINESS TRANSACTIONS: AN EXAMINATION OF THE PURCHASE PROCESS.

Published in:

Journal of Personal Selling & Sales Management, 2005, v. 25, n. 3, p. 283, doi. 10.1080/08853134.2005.10749064

By:

Cano, Cynthia Rodriguez;
Boles, James S.;
Bean, Cynthia J.

Publication type:

Article

Digitalization Capabilities as Enablers of Value Co-Creation in Servitizing Firms.

Published in:

Psychology & Marketing, 2017, v. 34, n. 1, p. 92, doi. 10.1002/mar.20975

By:

Lenka, Sambit;
Parida, Vinit;
Wincent, Joakim

Publication type:

Article

Contents.

Published in:: Psychology & Marketing, 2016, v. 33, n. 4, p. 225, doi. 10.1002/mar.20886
Publication type:: Article

Marketing Relationships in the New Millennium B2B Sector.

Published in:

Psychology & Marketing, 2016, v. 33, n. 4, p. 227, doi. 10.1002/mar.20871

By:

Ndubisi, Nelson Oly;
Nataraajan, Rajan

Publication type:

Article

B2B: A Paradigm Shift from Economic Exchange to Behavioral Theory: A Quest for Better Explanations and Predictions.

Published in:

Psychology & Marketing, 2016, v. 33, n. 4, p. 232, doi. 10.1002/mar.20872

By:

LaPlaca, Peter;
da Silva, Rui Vinhas

Publication type:

Article

Licensing versus selling in transactions for exploiting patented technological knowledge assets in the markets for technology.

Published in:

Journal of Technology Transfer, 2013, v. 38, n. 3, p. 251, doi. 10.1007/s10961-012-9252-0

By:

Jeong, Seongkyoon;
Lee, Sungki;
Kim, Yeonbae

Publication type:

Article

Efektivitas Business to Business Marketing dalam Meningkatkan Jangkauan Pasar Batik Cibuluh, Bogor.

Published in:

Jurnal Pusat Inovasi Masyarakat, 2025, v. 7, n. 1, p. 186, doi. 10.29244/jpim.7.1.186-199

By:

Anggini, Karlita;
Rafiqah;
Carissa, Dhea Cindy;
Putra, Rafiadi Parwedi;
Ramadhani, Hanif Fadila;
El Ayyubi, Salahuddin

Publication type:

Article

Sustainability and interactive network branding in fast‐changing business environments.

Published in:

Business Ethics, the Environment & Responsibility, 2023, v. 32, n. 3, p. 877, doi. 10.1111/beer.12557

By:

Markovic, Stefan;
Koporcic, Nikolina;
Samara, Georges;
Barkemeyer, Ralf

Publication type:

Article

Design of Robust Business-to-Business Electronic Marketplaces with Guaranteed Privacy.

Published in:

Management Science, 2006, v. 52, n. 11, p. 1721, doi. 10.1287/mnsc.1060.0570

By:

Kalvenes, Joakim;
Basu, Amit

Publication type:

Article