Citation map · Study

SZodixStudyAcademic Library

Dashboard Shelves Open access My library Inbox Notes Write Learn Alerts

More

Ask your library Notifications Quick cite Review

Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated

Strategy type and performance: the influence of sales force management

16 references·16 citing·33 second hopsampled

FromToDepth

this work references cited by second hop· second hop is a sample of the most-cited connections

References

1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
1977Estimating Nonresponse Bias in Mail Surveys10,334 cited
1987Developing Buyer-Seller Relationships9,139 cited
1978Organizational Strategy, Structure, and Process7,485 cited
1993Market Orientation: Antecedents and Consequences7,032 cited
1975Markets and Hierarchies6,842 cited
1994Determinants of Long-Term Orientation in Buyer-Seller Relationships6,726 cited
1990Econometric Models and Economic Forecasts4,945 cited
1978Organizational Strategy, Structure, and Process4,527 cited
1995Market Orientation and the Learning Organization4,379 cited
1993Market Orientation: Antecedents and Consequences4,340 cited
1994Customer Satisfaction, Market Share, and Profitability: Findings from Sweden2,306 cited
1998The Balanced Scorecard2,187 cited
1985Control: Organizational and Economic Approaches2,023 cited
1984Business Unit Strategy, Managerial Characteristics, and Business Unit Effectiveness at Strategy Implementation

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

1,415 cited

Cited by

2006What (Not) to Expect When Surveying Executives585 cited
2012A Review of Social Media and Implications for the Sales Process491 cited
2010Configurations of resources and capabilities and their performance implications: an exploratory study on technology ventures324 cited
2005In search of the drivers of high growth in manufacturing SMEs241 cited
2009Can formalization, complexity, and centralization influence knowledge performance?233 cited
2009The chilling effects of network externalities232 cited
2005Innovation in SMEs: the impact of strategic orientation and environmental perceptions228 cited
2005The importance of structure and process to strategy implementation226 cited
2007The asymmetric moderating role of market orientation on the ambidexterity–firm performance relationship for prospectors and defenders198 cited
2011Improving the performance of business models with relationship marketing efforts – An entrepreneurial perspective178 cited
2006Relational selling strategy and key account managers' relational behaviors: An exploratory study168 cited
2002Selling in the new millennium155 cited
2009Competitive Strategies and Firm Performance: a Comparative Analysis of Pure, Hybrid and ‘Stuck‐in‐the‐middle’ Strategies in Spanish Firms142 cited
2007On the importance of matching strategic behavior and target market selection to business strategy in high-tech markets139 cited
2013Competition-motivated corporate social responsibility135 cited
2005Sales Management Control Research—Synthesis and an Agenda For Future Research130 cited