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Retricted access

Research article

First published 2013-1

The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads

Gaurav Sabnis, Sharmila C. Chatterjee, Rajdeep Grewal [...]

Journal of Marketing

Open access

Research article

First published 2025-6

‘Have you insured yourself in any way?’ Salespersons’ mapping questions and their follow-ups in insurance sales negotiations

Jarkko Niemi, Pilvi Heinonen

Discourse & Communication

Retricted access

Research article

First published 2006-11

A Three-Stage Model of Integrated Marketing Communications at the Marketing-Sales Interface

Timothy M. Smith, Srinath Gopalakrishna, Rabikar Chatterjee

Journal of Marketing Research

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Research article

First published 1968-6

The Design Perception Cards Test as a Predictor of Sales Ability

Charles Colenaty

Perceptual and Motor Skills

Retricted access

Research article

First published 2011-2

Credibility-Driven Entrepreneurship

Jakob Rehme, Peter Svensson

The International Journal of Entrepreneurship and Innovation

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Research article

First published 1995-08

Optimal Local Sales Tax

A.F. Aisha Ghaus

Urban Studies

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Research article

First published 2024

B2B Online Sales Pushes: Whether,When,and Why They Enhance Sales Performance

Vamsi K Kanuri, Johannes Habel, Nawar N Chaker [...]

Production and Operations Management

Retricted access

Research article

First published 2014-11

Cause Marketing Effectiveness and the Moderating Role of Price Discounts

Michelle Andrews, Xueming Luo, Zheng Fang [...]

Journal of Marketing

Retricted access

Research article

First published 2010-6

Monitoring the Marketing,Distribution,and Use of Sprinkles Micronutrient Powders in Rural Western Kenya

Parminder S. Suchdev, Laird Ruth, Alfredo Obure [...]

Food and Nutrition Bulletin

Retricted access

Research article

First published 1984-9

A Script-theoretic Analysis of Industrial Purchasing Behavior

Thomas W. Leigh, Arno J. Rethans

Journal of Marketing

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