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Industrial marketing management
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Industrial marketing management (1978)Industrial marketing managementB2B marketing scholarship and the UN sustainable development goals (SDGs): A systematic literature review (2021)B2B marketing scholarship and…What Drives B-To-B Marketers in Emerging Countries to Use Social Media Sites? (2019)What Drives B-To-B Marketers …Marketing-based tangibilisation for services (2005)Marketing-based tangibilisati…Innovationsmanagement (1998)InnovationsmanagementKey Account Management in the Business to Business Field: The Key Account's Point of View (1997)Key Account Management in the…Project marketing and the management of discontinuity (1996)Project marketing and the man…When the purchasing agent is a committee: Implications for industrial marketing (1995)When the purchasing agent is …The Emerging Role of Women in Industrial Selling: A Decade of Change (1992)The Emerging Role of Women in…Source loyalty in organizational markets: A dyadic perspective (1988)Source loyalty in organizatio…How marketers evaluate price sensitivity (1988)How marketers evaluate price …Expert Systems: The Integrative Sales Management Tool of the Future (1987)Expert Systems: The Integrati…Why major account selling works (1986)Why major account selling wor…Benefit segmentation for industrial products (1986)Benefit segmentation for indu…Organisational Decision Making and Industrial Marketing (1985)Organisational Decision Makin…Situational Segmentation of Industrial Markets (1980)Situational Segmentation of I…Generalizing industrial buying: A longitudinal study (1980)Generalizing industrial buyin…Exchange and Power in Social Life. (1965)Trust: making and breaking cooperative relations (1989)Knowledge transfer between marketing functions in multinational companies: a conceptual model (2003)Re-internationalisation: Exploration and conceptualisation (2009)The Dynamics of Collaboration in Multipartner Projects (2010)Exchange and Power in Social Life (2017)Communicator-recipient similarity and decision change. 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(2018)Product Differentiation and Market Segmentation as Alternative Marketing Strategies (1956)Marketing Management: Analysis, Planning and Control (1973)Issues and Advances in Segmentation Research (1978)Evaluating alternative segmentation strategies in standard industrial markets (1995)Normative Models and Practical Applications of Segmentation in Business Markets (1997)Segmenting business‐to‐business markets: a micro‐macro linking methodology (2008)Organization and environment (1967)Case Study Research: Design and Methods (1984)Case Study Research: Design and Methods (1991)Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework (2009)Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function (2016)A bibliometric analysis of extended key account management literature (2019)Coefficient Alpha and the Internal Structure of Tests (1951)The psychology of sex differences (1975)The measurement of organizational commitment (1979)An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions (1998)Interrelationships of Role Conflict, Role Ambiguity, and Work–Family Conflict with Different Facets of Job Satisfaction and the Moderating Effects of Gender (2003)Role stress, burnout and their effects on frontline hotel employees' job performance: evidence from Northern Cyprus (2007)Towards a Methodology for Developing Evidence‐Informed Management Knowledge by Means of Systematic Review (2003)Preferred Reporting Items for Systematic Reviews and Meta-Analyses: The PRISMA Statement (2009)Preferred reporting items for systematic reviews and meta-analyses: the PRISMA Statement. (2009)How are consumer behavior and marketing strategy researchers incorporating the SDGs? A review and opportunities for future research (2022)From greenwashing to green B2B marketing: A systematic literature review (2023)Using artificial intelligence to advance sustainable development in industrial markets: A complex adaptive systems perspective (2023)Diffusion of Innovations (1963)Communication of Innovations: A Cross-Cultural Approach. (1974)Social Foundations of Thought and Action (2002)Management von Netzwerkorganisationen — Zum Stand der Forschung (2003)Segmentierungsmodell für die Kundenintegration in Dienstleistungsinnovationsprozesse — Eine Anreiz-Beitrags-theoretische Analyse (2004)
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  • 1996Project marketing and the management of discontinuity176 cited
  • 1986Why major account selling works104 cited
  • 2021B2B marketing scholarship and the UN sustainable development goals (SDGs): A systematic literature review97 cited
  • 1992The Emerging Role of Women in Industrial Selling: A Decade of Change92 cited
  • 1997Key Account Management in the Business to Business Field: The Key Account's Point of View85 cited
  • 1980Situational Segmentation of Industrial Markets69 cited
  • 1988Source loyalty in organizational markets: A dyadic perspective65 cited
  • 1998Innovationsmanagement50 cited
  • 1986Benefit segmentation for industrial products43 cited
  • 2005Marketing-based tangibilisation for services40 cited
  • 1988How marketers evaluate price sensitivity38 cited
  • 1987Expert Systems: The Integrative Sales Management Tool of the Future36 cited
  • 1995When the purchasing agent is a committee: Implications for industrial marketing21 cited
  • 1985Organisational Decision Making and Industrial Marketing20 cited
  • 2019What Drives B-To-B Marketers in Emerging Countries to Use Social Media Sites?

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19 cited
  • 1980Generalizing industrial buying: A longitudinal study18 cited