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Holistic Selling: An Emerging Paradigm in B2B Markets
16 references·1 citing·52 second hopsampled
Holistic Selling: An Emerging Paradigm in B2B Markets (2025)Holistic Selling: An Emerging Paradigm in…Seeking Qualitative Rigor in Inductive Research (2012)Seeking Qualitative Rigor in …Media, Tasks, and Communication Processes: A Theory of Media Synchronicity1 (2008)Media, Tasks, and Communicati…Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis (2006)Factors Influencing the Effec…A General Inductive Approach for Analyzing Qualitative Evaluation Data (2006)A General Inductive Approach …Development and Validation of the Political Skill Inventory (2005)Development and Validation of…Understanding dynamic capabilities (2003)Understanding dynamic capabil…Social Capital: Prospects for a New Concept (2002)Social Capital: Prospects for…Market Orientation and Alternative Strategic Orientations: A Longitudinal Assessment of Performance Implications (2002)Market Orientation and Altern…Does entrepreneurial self-efficacy distinguish entrepreneurs from managers? (1998)Does entrepreneurial self-eff…The Contingent Value of Social Capital (1997)The Contingent Value of Socia…Dynamic capabilities and strategic management (1997)Dynamic capabilities and stra…The Effects of Perceived Interdependence on Dealer Attitudes (1995)The Effects of Perceived Inte…The Commitment-Trust Theory of Relationship Marketing (1994)The Commitment-Trust Theory o…Do Norms Matter in Marketing Relationships? (1992)Do Norms Matter in Marketing …Grounded theory research: Procedures, canons, and evaluative criteria (1990)Grounded theory research: Pro…A resource‐based view of the firm (1984)A resource‐based view of the …Understanding the B2B customer experience and journey: A convergence-based lens (2025)Understanding the B2B custome…The Structure of Scientific Revolutions (1963)The Structure of Scientific Revolutions (1963)Thematic networks: an analytic tool for qualitative research (2001)From the Editors: What Grounded Theory is Not (2006)Theory Building From Cases: Opportunities And Challenges (2007)The Discovery of Grounded Theory (2017)The Discovery of Grounded Theory: Strategies for Qualitative Research. 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References

  • 1997Dynamic capabilities and strategic management34,723 cited
  • 1984A resource‐based view of the firm25,618 cited
  • 1994The Commitment-Trust Theory of Relationship Marketing22,337 cited
  • 2012Seeking Qualitative Rigor in Inductive Research13,176 cited
  • 1990Grounded theory research: Procedures, canons, and evaluative criteria11,129 cited
  • 2006A General Inductive Approach for Analyzing Qualitative Evaluation Data10,845 cited
  • 2002Social Capital: Prospects for a New Concept9,659 cited
  • 2003Understanding dynamic capabilities5,311 cited
  • 1997The Contingent Value of Social Capital3,386 cited
  • 1998Does entrepreneurial self-efficacy distinguish entrepreneurs from managers?3,042 cited
  • 2006Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis2,596 cited
  • 1992Do Norms Matter in Marketing Relationships?2,412 cited
  • 1995The Effects of Perceived Interdependence on Dealer Attitudes1,843 cited
  • 2008Media, Tasks, and Communication Processes: A Theory of Media Synchronicity11,510 cited
  • 2005Development and Validation of the Political Skill Inventory1,398 cited

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2002
Market Orientation and Alternative Strategic Orientations: A Longitudinal Assessment of Performance Implications
1,046 cited

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  • 2025Understanding the B2B customer experience and journey: A convergence-based lens20 cited