Add to ORKGProviding an overview of prevalent sales systems on B2B markets Providing evidence that the performance of a sales system, measured with channel conflict and sales cost efficiency, has a strong impact on suppliers´ sales growth and profit margin Identifying the key success factors in channel design (such as the number of sales channels) and channel management practices (such as incentivation and control) of a sales system´s performanc
International audienceSince Jaworski's (1988) conceptual framework, empirical research on the factor...
Theoretical thesis.Spine title: B2B sales performance.Bibliography: pages 55-62.1. Abstract -- 2. In...
[[abstract]]"The research on supply chain management (SCM) has been for decades the focus of the aca...
Providing an overview of prevalent sales systems on B2B markets Providing evidence that the perfo...
Multichannel sales systems in business-to-business markets vary substantially in their designs and t...
Multichannel sales systems in business-to-business markets vary substantially in their designs and t...
The role of marketing channels is to implement marketing strategy. The difficulty of channel strateg...
Evaluating channel performance is crucial for actively managing multiple sales channels, and require...
The aim of this paper is to elaborate the success-factors of the Multi-Channel-Sales strategy. For t...
Multichannel sales systems in business-to-business markets vary substantially in their designs and t...
Marketing strategy contributes to firm value following two processes: value creation and value appro...
This paper proposes a number of channel performance measurement research propositions. The paper rev...
[[abstract]]The research on supply chain management (SCM) has been for decades the focus of the acad...
The purpose of the study was to draw conclusions on the impact of marketing communication on sales p...
Marketing strategy contributes to firm value following two processes: value creation and value appro...
International audienceSince Jaworski's (1988) conceptual framework, empirical research on the factor...
Theoretical thesis.Spine title: B2B sales performance.Bibliography: pages 55-62.1. Abstract -- 2. In...
[[abstract]]"The research on supply chain management (SCM) has been for decades the focus of the aca...
Providing an overview of prevalent sales systems on B2B markets Providing evidence that the perfo...
Multichannel sales systems in business-to-business markets vary substantially in their designs and t...
Multichannel sales systems in business-to-business markets vary substantially in their designs and t...
The role of marketing channels is to implement marketing strategy. The difficulty of channel strateg...
Evaluating channel performance is crucial for actively managing multiple sales channels, and require...
The aim of this paper is to elaborate the success-factors of the Multi-Channel-Sales strategy. For t...
Multichannel sales systems in business-to-business markets vary substantially in their designs and t...
Marketing strategy contributes to firm value following two processes: value creation and value appro...
This paper proposes a number of channel performance measurement research propositions. The paper rev...
[[abstract]]The research on supply chain management (SCM) has been for decades the focus of the acad...
The purpose of the study was to draw conclusions on the impact of marketing communication on sales p...
Marketing strategy contributes to firm value following two processes: value creation and value appro...
International audienceSince Jaworski's (1988) conceptual framework, empirical research on the factor...
Theoretical thesis.Spine title: B2B sales performance.Bibliography: pages 55-62.1. Abstract -- 2. In...
[[abstract]]"The research on supply chain management (SCM) has been for decades the focus of the aca...