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Articles (914)

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1-10 of 914 results for business-to-business sales

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Select article: Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets

Retricted access

Research article

First published 2017-3

Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets

Huanhuan Shi, Shrihari Sridhar, Rajdeep Grewal [...]

Journal of Marketing

Select article: Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets

Open access

Research article

First published 2020-12

Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets

Christian Homburg, Arnd Vomberg, Stephan Muehlhaeuser

Journal of Marketing Research

Select article: Value-Partitioning of Sales Contribution in Business Markets

Open access

Research article

First published 2025-11

Value-Partitioning of Sales Contribution in Business Markets

Huanhuan Shi, Shrihari Sridhar, Rajdeep Grewal

Production and Operations Management

Select article: Communication Preferences of Business-to-Business Buyers for Receiving Initial Sales Messages: A Comparison of Media Channel Selection Theories

Retricted access

Research article

First published 2020-7

Communication Preferences of Business-to-Business Buyers for Receiving Initial Sales Messages: A Comparison of Media Channel Selection Theories

Abram D. Anders, Joshua T. Coleman, Stephen B. Castleberry

International Journal of Business Communication

Select article: Rebalancing Fixed and Variable Pay in a Sales Organization: A Business Cycle Perspective

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Other

First published 2010-5

Rebalancing Fixed and Variable Pay in a Sales Organization: A Business Cycle Perspective

Pankaj M. Madhani

Compensation & Benefits Review

Select article: Caste and Sale Market: A Study of Economic Discrimination in Business Enterprises of Andhra Pradesh

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Research article

First published 2024-12

Caste and Sale Market: A Study of Economic Discrimination in Business Enterprises of Andhra Pradesh

Samuyelu Mathangi

Journal of Social Inclusion Studies

Select article: Money talks: Customer-initiated price negotiation in business-to-business sales interaction

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Research article

First published 2019-2

Money talks: Customer-initiated price negotiation in business-to-business sales interaction

Jarkko Niemi, Linda Hirvonen

Discourse & Communication

Select article: Sales Pressure and Ethical Selling: Moral Reasoning Framework for Business and Marketing Decisions

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Research article

First published 2025

Sales Pressure and Ethical Selling: Moral Reasoning Framework for Business and Marketing Decisions

Pranav Kumar, Vazeerjan Begum, Anu Vij [...]

FIIB Business Review

Select article: Businesses and the Incidence of Sales and Use Taxes

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Research article

First published 1993-04

Businesses and the Incidence of Sales and Use Taxes

Frederick W. Derrick, Charles E. Scott

Public Finance Review

Select article: Consumer Responses to Small Business Coupon Sales Promotions

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Research article

First published 1984-10

Consumer Responses to Small Business Coupon Sales Promotions

P. Rajan Varadarajan

Entrepreneurship Theory and Practice

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