| A phase-specific analysis of negotiation styles
|
2017 |
Preuss, Melanie |
| The negotiation scorecard : a planning tool in business and industrial marketing
|
2017 |
Fleming, David E. |
| Negotiating with work friends : examining gender differences in team negotiations
|
2017 |
Herbst, Uta |
| A phase model for solution relationship development : a case study in the aerospace industry
|
2017 |
Ferreira, Fabiana Nogueira Holanda |
| Performance-based contracting : contextual factors and the degree of buyer supplier integration
|
2017 |
Glas, Andreas |
| Social media as a resource in SMEs' sales process
|
2017 |
Bocconcelli, Roberta |
| Macroeconomic impact on trade show goals
|
2017 |
Adams, Russell |
| Collaborative relationships with customers : generation and protection of innovations
|
2017 |
Charterina, Jon |
| Contentment of employees vs their prosumeric activity in the scope of recommending an employer
|
2017 |
Baruk, Agnieszka Izabela |
| Branding in B2B : the value of consumer goods brands in industrial markets
|
2017 |
Viardot, Eric |
| Being customer-centric through CRM metrics in the B2B market : the case of maritime shipping
|
2017 |
Fotiadis, Anestis K. |
| Improving performance and curtailing opportunism : the role of contractual issue inclusiveness and obligatoriness in channel relationships
|
2017 |
Yang, Pianpian |
| The impact of trust and commitment on value creation in asymmetric buyer–seller relationships : the mediation effect of specific asset investments
|
2017 |
Chen, Po-Yuan |
| Trust in marketing's use of information from sales : the moderating role of power
|
2017 |
Keszey, Tamara |
| A new model for measuring salesperson lifetime value
|
2017 |
Farías, Pablo |
| Exploring the dark side of cooperative buyer-seller relationships
|
2017 |
Grandinetti, Roberto |
| Market responsiveness : antecedents and the moderating role of external supply chain integration
|
2017 |
Luu, Tuan |
| Buyer versus salesperson expectations for an initial B2B sales meeting
|
2017 |
Kaski, Timo Arvid |
| Conceptualizing mechanisms influencing strategizing in business networks
|
2017 |
Nyström, Anna-Greta |
| The wicked problems of supplier-driven innovation
|
2017 |
Rind Christensen, Poul |
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