| 1515236 |
Organizational configuration as an antecedent to buying centers' size and structure
John “Andy” Wood
(pp. 263-275)
Keywords:
Centralized control,
Organizational structures
ArticleType: Research paper
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(170 KB)
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| 1515237 |
Market orientation: relation to structure and performance
Kenneth W. Green Jr, R. Anthony Inman, Gene Brown, T. Hillman Willis
(pp. 276-284)
Keywords:
Market orientation,
Organizational performance,
Organizational structures
ArticleType: Research paper
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(153 KB)
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| 1515238 |
Racial diversity in professional selling: an empirical investigation of the differences in the perceptions and performance of African-American and Caucasian salespeople
Craig A. Martin
(pp. 285-296)
Keywords:
Cross-cultural management,
Equal opportunties,
Personal selling
ArticleType: Research paper
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(139 KB)
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| 1515239 |
Salesforce control system in high-tech contexts: do environment and industry matter?
Jozée Lapierre, Jimmy Skelling
(pp. 297-306)
Keywords:
Business environment,
Control systems,
Sales force,
Sales management
ArticleType: Research paper
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(154 KB)
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| 1515240 |
Analysis of customer portfolio and relationship management models: bridging managerial dimensions
Rajagopal, Romulo Sanchez
(pp. 307-316)
Keywords:
Buyer-seller relationships,
Customer relations,
Marketing departments,
Purchasing
ArticleType: General review
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(330 KB)
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| 1515241 |
Have small businesses adopted the market orientation concept? The case of small businesses in Michigan
Charles Blankson, Julian Ming-Sung Cheng
(pp. 317-330)
Keywords:
Factor analysis,
Market orientation,
Small enterprises,
United States of America
ArticleType: Research paper
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(489 KB)
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