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1-4 of 4
Keywords: Industrial selling
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Journal Articles
Journal of Business & Industrial Marketing (2022) 37 (11): 2142–2155.
Published: 19 November 2021
... 2021 23 06 2021 11 09 2021 23 10 2021 24 10 2021 © Emerald Publishing Limited 2021 Emerald Publishing Limited Licensed re-use rights only Manufacturing industry Organizational change Service marketing Industrial marketing Salesforce Industrial selling Service...
Journal Articles
Journal of Business & Industrial Marketing (2019) 34 (6): 1183–1193.
Published: 08 January 2019
... this gap. Customer satisfaction Exercised coercive power Industrial selling Relationship cordiality Salesperson improvisation In the current marketing environment, conditions in firms can change quickly (Gürhan-Canli et al., 2016). Thus, industrial customers’ needs and the demands...
Journal Articles
Journal of Business & Industrial Marketing (2013) 28 (2): 111–124.
Published: 28 January 2013
... ; McDonald and Rogers, 1998). From this perspective, mutual strategic intent develops through the relationship (Doyle and Roth, 1992) through mutual trust (Pardo et al., 1995). © Emerald Group Publishing Limited 2013 Key accounts Buyers Suppliers Channel relationships Industrial selling...
Journal Articles
Journal of Business & Industrial Marketing (1998) 13 (3): 235–255.
Published: 01 June 1998
... risk. In this paper, attention is diverted from single projects to project markets, and major consideration is given to political risk and its impact on the behavior of the project sellers. © MCB UP Limited 1998 Central government Channel relationships Industrial selling International...
