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Strategic Account Management: Conceptualizing, Integrating, and extending the Domain From Fluid to Dedicated accounts
16 references·4 citing·45 second hop
Strategic Account Management: Conceptualizing, Integrating, and extending the Domain From Fluid to Dedicated accounts (2012)Strategic Account Management: Conceptuali…Rethinking Customer Solutions: From Product Bundles to Relational Processes (2007)Rethinking Customer Solutions…A Strategic Framework for Customer Relationship Management (2005)A Strategic Framework for Cus…A Configurational Perspective on Key Account Management (2002)A Configurational Perspective…What Makes Teams Work: Group Effectiveness Research from the Shop Floor to the Executive Suite (1997)What Makes Teams Work: Group …Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction (1996)Dimensions and Types of Super…A Multimethod Examination of the Benefits and Detriments of Intragroup Conflict (1995)A Multimethod Examination of …The Illegitimacy of Successful Product Innovation in Established Firms (1994)The Illegitimacy of Successfu…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…The Capabilities of Market-Driven Organizations (1994)The Capabilities of Market-Dr…Process innovation: reengineering work through information technology (1993)Process innovation: reenginee…Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations (1992)Relationships between Provide…Organizational Growth: Linking Founding Team, Strategy, Environment, and Growth Among U.S. Semiconductor Ventures, 1978-1988 (1990)Organizational Growth: Linkin…Developing Buyer-Seller Relationships (1987)Developing Buyer-Seller Relat…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Measuring the performance of industrial salespersons (1982)Measuring the performance of …Expertise in Problem Solving. (1981)Expertise in Problem Solving.Advancing sales theory with conceptual papers: what’s new and what’s next? (2021)Advancing sales theory with c…Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox: a constructivist grounded theory approach (2018)Systems-savvy selling, interp…Digital Sales Excellence: Neue Technologien im Vertrieb aus strategischer Perspektive (2015)Digital Sales Excellence: Neu…Customer business development: identifying and responding to buyer-implied information preferences (2014)Customer business development…Markets and Hierarchies: Analysis and Antitrust Implications. 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References

  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 1987Developing Buyer-Seller Relationships9,139 cited
  • 1994The Capabilities of Market-Driven Organizations6,532 cited
  • 1993Process innovation: reengineering work through information technology4,378 cited
  • 1995A Multimethod Examination of the Benefits and Detriments of Intragroup Conflict4,046 cited
  • 1992Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations3,813 cited
  • 1997What Makes Teams Work: Group Effectiveness Research from the Shop Floor to the Executive Suite3,526 cited
  • 1990Organizational Growth: Linking Founding Team, Strategy, Environment, and Growth Among U.S. Semiconductor Ventures, 1978-19882,212 cited
  • 2005A Strategic Framework for Customer Relationship Management2,094 cited
  • 1981Expertise in Problem Solving.1,414 cited
  • 2007Rethinking Customer Solutions: From Product Bundles to Relational Processes1,376 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 1996Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction527 cited

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2002
A Configurational Perspective on Key Account Management
460 cited
  • 1994The Illegitimacy of Successful Product Innovation in Established Firms457 cited
  • Cited by

    • 2018Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox: a constructivist grounded theory approach23 cited
    • 2014Customer business development: identifying and responding to buyer-implied information preferences21 cited
    • 2015Digital Sales Excellence: Neue Technologien im Vertrieb aus strategischer Perspektive13 cited
    • 2021Advancing sales theory with conceptual papers: what’s new and what’s next?8 cited