INDUSTRIAL MARKETING MANAGEMENT Journal

publication venue for

The role of sales team intragroup conflict on critical job outcomes. 84:126-137. 2020
Positioning through B2B carrier signals: Understanding how service quality is communicated via websites. 81:54-64. 2019
Rapport building in authentic B2B sales interaction. 69:235-252. 2018
The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment. 38:769-777. 2009
Sales force technology usage - reasons, barriers, and support: An exploratory investigation. 34:389-398. 2005
The impact of purchase situation on salesperson communication behaviors in business markets. 31:205-213. 2002
An Exploratory Investigation of the Relationship of Sales Force Compensation and Intrinsic Motivation. 30:403-413. 2001
Cost-Effectiveness of Follow-Up Strategies in Improving the Response Rate of Mail Surveys. 27:127-133. 1998
The impact of computer usage by purchasing. 21:243-248. 1992
Vital cross-functional linkages with marketing. 21:159-165. 1992

category

BUSINESS Category
MANAGEMENT Category

International Standard Serial Number (ISSN)

0019-8501

Electronic International Standard Serial Number (EISSN)

1873-2062

journal abbreviation

IND MARKET MANAG