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Industrial Marketing Management: A Strategic View of Business Markets
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Industrial Marketing Management: A Strategic View of Business Markets (1985)Industrial Marketing Management: A Strate…Towards a managerially useful approach to classifying services (2015)Towards a managerially useful…Securing customer satisfaction through component service specifications (2008)Securing customer satisfactio…Buyer-seller interaction patterns during ongoing service exchange (2007)Buyer-seller interaction patt…Purchase‐role structure in Korean families: Revisited (2002)Purchase‐role structure in Ko…Business-to-Business Marketing Textbooks: A Comparative Review (2002)Business-to-Business Marketin…Defence sector procurement and supply chain relationships (1998)Defence sector procurement an…A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams (1995)A Conceptualization of the Fu…The Use of Approved Supplier Lists (1991)The Use of Approved Supplier …Scaling Evaluative Criteria and Supplier Performance Estimates in Weighted Point Prepurchase Decision Models (1991)Scaling Evaluative Criteria a…An approach to industrial market segmentation (1991)An approach to industrial mar…Strategic industrial marketing (1990)Strategic industrial marketingMajor industrial distribution issues facing managers in Australia (1990)Major industrial distribution…Simultaneous new product development: Reducing the new product failure rate (1989)Simultaneous new product deve…After sales service quality: Views between industrial customers and service managers (1989)After sales service quality: …The Services and Supplier Choice Influences of Industrial Distributors (1988)The Services and Supplier Cho…Motivation and Dissatisfaction of Industrial Salespeople — How Relevant is Herzberg's Theory? (1988)Motivation and Dissatisfactio…A Conceptual Model of Service Quality and Its Implications for Future Research (1985)SERVQUAL: A multiple-Item Scale for measuring consumer perceptions of service quality (1988)Qualitative Data Analysis (2008)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Developing Buyer-Seller Relationships (1987)Examining the Use of Team Selling by Manufacturers’ Representatives (1999)Marketing management: analysis. planning. implementation and control (2000)The Impact of a Salesperson's In-House Conflicts and Influence Attempts on Buyer Commitment (2002)How customer knowledge dissemination links to KAM (2013)Work and motivation (1964)The nature and causes of job satisfaction (1976)KEPUASAN KERJA: FAKTOR-FAKTOR YANG MEMPENGARUHI KOMITMEN KERJA KAKITANGAN FAMA (FEDERAL AGRICULTURE MARKETING AUTHORITY) (2011)The Motivation to Work (2017)Industrial market segmentation (1974)Segmenting the industrial market (1983)New Products and Financial Risk Changes (1992)Strategic segmentation of industrial markets (1998)Gender Differences in Weighting of Supplier Selection Criteria (2000)Models and Managers: The Concept of a Decision Calculus (2004)Quality-Control Handbook. (1952)Problems and Strategies in Services Marketing (1985)Improving service quality in an industrial setting (1994)Key factors maximizing art museum visitors’ satisfaction, commitment, and post-purchase intentions (2017)Improving Business-to-Business Customer Satisfaction Programs: Assessment of Asymmetry, Heterogeneity, and Financial Impact (2021)Organizational Strategy, Structure, and Process (1978)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Competitive Advantage: Creating and Sustaining Superior Performance (1985)Performance-based contracting in the defence industry: Exploring triadic dynamics between government, OEMs and suppliers (2016)Public procurement capabilities as engines for collaboration and enhanced performance in complex projects (2021)Marketing Management: Analysis, Planning and Control (1973)Industrial marketing strategy (1984)Marketing Channels: A Management View (1991)Industrial distributors in the twenty-first century (1994)How supermarket chains in Taiwan select suppliers of fresh fruit and vegetables via direct purchasing (2010)Supplier selection and firm performance (2018)The Discovery of Grounded Theory: Strategies for Qualitative Research. (1968)Case Study Research: Design and Methods (1984)Imitation in Creative Task Performance (2002)Organizing Systemic Innovation (2003)Financial Services and Emerging Markets (2006)Principles of Marketing (1972)“Does global sourcing pay-off? A competitive dynamics perspective” (2016)Managing challenges in social care service triads – Exploring public procurement practices of Dutch municipalities (2018)The Influence of Culture in Customers’ Expectations about the Hotel Service in Latin Countries with Different Human Development Levels (2020)Techniques of attitude scale construction. (1957)A Model of Industrial Buyer Behavior (1973)Organizational Buying Behavior (1973)An importance-performance analysis for supplier assessment in foreign-aid funded procurement (2014)
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  • 1995A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams61 cited
  • 1989After sales service quality: Views between industrial customers and service managers54 cited
  • 2007Buyer-seller interaction patterns during ongoing service exchange38 cited
  • 1991An approach to industrial market segmentation35 cited
  • 1991Scaling Evaluative Criteria and Supplier Performance Estimates in Weighted Point Prepurchase Decision Models31 cited
  • 2015Towards a managerially useful approach to classifying services30 cited
  • 1988The Services and Supplier Choice Influences of Industrial Distributors26 cited
  • 1998Defence sector procurement and supply chain relationships25 cited
  • 1988Motivation and Dissatisfaction of Industrial Salespeople — How Relevant is Herzberg's Theory?22 cited
  • 2008Securing customer satisfaction through component service specifications16 cited
  • 1991The Use of Approved Supplier Lists15 cited
  • 1989Simultaneous new product development: Reducing the new product failure rate14 cited
  • 1990Strategic industrial marketing14 cited
  • 1990Major industrial distribution issues facing managers in Australia11 cited

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  • 2002Purchase‐role structure in Korean families: Revisited10 cited
  • 2002Business-to-Business Marketing Textbooks: A Comparative Review8 cited