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Industrial Marketing Management
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Industrial Marketing Management (1982)Industrial Marketing ManagementCreating a Sustainable Supply Chain Network by Adopting Relationship Management Strategies (2020)Creating a Sustainable Supply…An exploration of inter-functional integration in the new service development process (2004)An exploration of inter-funct…The Impact of Internet Use on Inter-Firm Relationships in Australian Service Industries (2003)The Impact of Internet Use on…Management von Netzwerkorganisationen — Zum Stand der Forschung (2003)Management von Netzwerkorgani…Business Marketing Comes of Age: A Comprehensive Review of the Literature (2000)Business Marketing Comes of A…The Evolution of National Account Management: A Literature Perspective (1997)The Evolution of National Acc…Key Account Management in the Business to Business Field: The Key Account's Point of View (1997)Key Account Management in the…Willingness of American industrial buyers to source internationally (1995)Willingness of American indus…The causes of product deletion in British manufacturing companies∗ (1988)The causes of product deletio…The competitive bidding process: Beyond probability models (1987)The competitive bidding proce…Assessing Trade Show Functions and Performance: An Exploratory Study (1987)Assessing Trade Show Function…Why major account selling works (1986)Why major account selling wor…Which buying decisions are made by individuals and not by groups? (1986)Which buying decisions are ma…Risk Handling Strategies in Industrial Vendor Selection Decisions (1985)Risk Handling Strategies in I…Selection and motivation of distribution intermediaries (1984)Selection and motivation of d…A descriptive model of the trade-show budgeting decision process (1983)A descriptive model of the tr…Prospect Theory: An Analysis of Decision under Risk (1979)The Framing of Decisions and the Psychology of Choice (1981)Identifying buying influences for a professional service: Implications for marketing efforts (1987)Prospect theory: An analysis of decision under risk (1988)Managing Intraorganizational Diffusion of Technological Innovations (1998)Review and critique of supplier selection process and practices (2006)Industrial buying and creative marketing (1967)Country-of-Origin Effects on Product Evaluations (1982)Consumer Knowledge: Effects on Evaluation Strategies Mediating Consumer Judgments (1985)Perceived Export Success Factors of Small and Medium-Sized Canadian Firms (1997)Internationalizing Sales Research: Current Status, Opportunities, and Challenges (2011)Exceptional Paper—ADVISOR 2: Modeling the Marketing Mix Decision for Industrial Products (1979)A Three-Stage Model of Industrial Trade Show Performance (1995)Measuring performance at trade shows (2002)A General Model for Understanding Organizational Buying Behavior (1972)A Model of Industrial Buyer Behavior (1973)Managing Conflict Between Departments to Serve Customers (1992)An Empirical Investigation of Key Account Salesperson Effectiveness (2000)Implementation of Key Account Management: Who, why, and how? (2005)Industrial Marketing Management (2008)Culture's Consequences: International Differences in Work-Related Values (1981)Culture's Consequences: International Differences in Work-Related Values. (1983)The Commitment-Trust Theory of Relationship Marketing (1994)Customer–supplier partnerships (2002)Social media research in the industrial marketing field: Review of literature and future research directions (2017)Strategic use of social media within business-to-business (B2B) marketing: A systematic literature review (2021)Case Study Research: Design and Methods (1984)Case Study Research: Design and Methods (1991)Qualitative Data Analysis: An Expanded Sourcebook (1994)THE FIRM-LEVEL EFFECTS OF SERVICE INNOVATION: A LITERATURE REVIEW (2010)Validación de un instrumento de medida para la relación entre la orientación a la responsabilidad social corporativa y otras variables estratégicas de la empresa (2013)Corporate Social Responsibility as a Strategic Opportunity for Small Firms during Economic Crises (2018)Organization and environment (1967)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)The Handbook of Social Psychology (1969)The Equivalence of Weighted Kappa and the Intraclass Correlation Coefficient as Measures of Reliability (1973)Review of Psychometric theory (2nd ed.). (1979)Marketing resources and performance of exhibitor firms in trade shows: A contingent resource perspective (2006)Predators and prey: a new ecology of competition. (1993)Relationship Marketing of Services--Growing Interest, Emerging Perspectives (1995)The rise and fall of strategic planning (1995)Drivers of Team Performance: What Do We Know and What Have We Still To Learn? (2004)Switching Costs in Key Account Relationships (2012)Relational key account management: Building key account management effectiveness through structural reformations and relationship management skills (2014)Role Stress among Industrial Buyers: An Integrative Model (1987)Effects of cultural-context, gender, and acculturation on perceptions of work versus social/leisure time usage (1995)Supply risk management in a small company perspective (2008)
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  • 1987Assessing Trade Show Functions and Performance: An Exploratory Study236 cited
  • 1985Risk Handling Strategies in Industrial Vendor Selection Decisions183 cited
  • 2000Business Marketing Comes of Age: A Comprehensive Review of the Literature154 cited
  • 1986Why major account selling works104 cited
  • 1997Key Account Management in the Business to Business Field: The Key Account's Point of View85 cited
  • 1997The Evolution of National Account Management: A Literature Perspective65 cited
  • 1983A descriptive model of the trade-show budgeting decision process61 cited
  • 2004An exploration of inter-functional integration in the new service development process55 cited
  • 1995Willingness of American industrial buyers to source internationally54 cited
  • 1986Which buying decisions are made by individuals and not by groups?51 cited
  • 1987The competitive bidding process: Beyond probability models44 cited
  • 1984Selection and motivation of distribution intermediaries41 cited
  • 2003Management von Netzwerkorganisationen — Zum Stand der Forschung36 cited
  • 2003The Impact of Internet Use on Inter-Firm Relationships in Australian Service Industries34 cited

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  • 1988The causes of product deletion in British manufacturing companies∗33 cited
  • 2020Creating a Sustainable Supply Chain Network by Adopting Relationship Management Strategies32 cited