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Measures used to evaluate industrial marketing activities
6 references·2 citing·28 second hop
Measures used to evaluate industrial marketing activities (1982)Measures used to evaluate industrial mark…Industrial Marketing Management (1982)Industrial Marketing Manageme…Industrial Marketing Research (1980)Industrial Marketing ResearchManagement of the sales force (1979)Management of the sales forceMarketing Cost Analysis: A Modularized Contribution Approach (1977)Marketing Cost Analysis: A Mo…Profitability Analysis by Market Segments (1973)Profitability Analysis by Mar…A Survey of Marketing Research (1964)A Survey of Marketing ResearchSales Management Performance Evaluation: A Residual Income Perspective* (2013)Sales Management Performance …Assessing the Relationships Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension (1991)Assessing the Relationships A…Measuring the performance of industrial salespersons (1982)The Determinants of Salesperson Performance: A Meta-Analysis (1985)Developing Buyer-Seller Relationships (1987)Reframing Salesforce Compensation Systems: An Agency Theory-Based Performance Management Perspective (1999)Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location (2000)Exploring buyer-seller dyadic perceptions of technology and relationships (2016)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Creating shareholder value : the new standard for business performance (1986)A gender perspective on salesperson organizational citizenship behaviour, sales manager control strategy and sales unit effectiveness (2002)Creating Shareholder Value (2003)Erratum (1986)Game theory in marketing science uses and limitations (1986)Rethinking the Emergence of Relationship Marketing (2008)Marketing Asset Accounting: Scope and Rationale (1986)The Application of Management Accounting Techniques to Marketing (1988)Customer Satisfaction and Links to Customer Profitability: An Empirical Examination of the Association Between Attitudes and Behavior (1999)Profitable listening for manufacturers and dealers (1968)Graduate Program of Instruction in Marketing Research: A Need Assessment (1987)Process benchmarking as a market research tool for strategic planning (2001)Customer portfolio analysis among competing retail stores (1996)Model for market segments evaluation and selection (1996)How to date your clients in the 21 st century: Challenges in managing customer relationships in today's world (2017)A survey of sales management practices (1982)The effects of empathy on salesperson effectiveness (1992)Emotional, Social, and Cognitive Intelligence and Personality as Predictors of Sales Leadership Performance (2012)Risk Handling Strategies in Industrial Vendor Selection Decisions (1985)Assessing Trade Show Functions and Performance: An Exploratory Study (1987)Business Marketing Comes of Age: A Comprehensive Review of the Literature (2000)
this work references cited by second hop

References

  • 1979Management of the sales force100 cited
  • 1982Industrial Marketing Management98 cited
  • 1973Profitability Analysis by Market Segments49 cited
  • 1980Industrial Marketing Research44 cited
  • 1964A Survey of Marketing Research41 cited
  • 1977Marketing Cost Analysis: A Modularized Contribution Approach31 cited

Cited by

  • 1991Assessing the Relationships Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension38 cited
  • 2013Sales Management Performance Evaluation: A Residual Income Perspective*17 cited

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