Industrial Marketing Management

Journal

Publication Venue For

  • Boosting sales force morale in highly dynamic, complex markets: The role of job resources.  74:237-253. 2018
  • Provider and relational determinants of customer solution performance.  56:14-23. 2016
  • The Firm Level and Relational Determinants of Customer Solution Performance.  56:14-23. 2016
  • When does guanxi bolster or damage firm profitability? The contingent effects of firm- and market-level characteristics.  40:561-568. 2011
  • Erratum to Antecedents and consequences of opportunism in buyer-supplier relations: Research synthesis and new frontiers [Industrial Marketing Management, volume 37/8, pp. 895-909].  39:874. 2010
  • Anatomy of a Social Partnership: Toward a Conceptual Model of Stakeholder Collaboration.  39:76-90. 2010
  • Anatomy of a social partnership: A stakeholder perspective.  39:76-90. 2010
  • Explaining alliance success: Competences, resources, relational factors, and resource-advantage theory.  38:743-756. 2009
  • Knowledge management and franchise systems.  38:173-180. 2009
  • Antecedents and consequences of opportunism in buyer-supplier relations: Research synthesis and new frontiers.  37:895-909. 2008
  • Firm size, web site content, and financial performance in the transportation industry.  32:177-185. 2003
  • Understanding sales manager effectiveness. Linking attributes to sales force values.  31:617-626. 2002
  • An exploratory study of the Internet as an industrial communication tool: Examining buyers' perceptions.  31:145-154. 2002
  • Understanding Sales Manager Effectiveness: The Link between the Sales Force and a Dynamic Marketplace.  31:617-626. 2002
  • Influence of Managerial Behaviors and Job Autonomy on Job Satisfaction of Industrial Salespersons: A Cross-Cultural Study.  28:51-26. 1999
  • Encouraging "friendly" complaint behavior in industrial markets: Preventing a loss of customers and reputation.  25:271-281. 1996
  • Situational risk in organizational buying: A basis for adaptive selling.  25:439-452. 1996
  • Industrial Distribution Options: Trade-Offs to Consider.  18:357-361. 1989
  • Industrial distribution options: Trade-offs to consider.  18:155-161. 1989
  • Should you increase sales promotion or add salespeople?.  18:259-263. 1989
  • Identify and fulfill customer service expectations.  17:273-276. 1988
  • Breakeven analysis with semifixed costs.  16:35-41. 1987
  • Switching from reps to direct salespeople.  16:169-172. 1987
  • International Standard Serial Number (issn)

  • 0019-8501