Search

Search:(Access key 2)

• Athens/Institution Login |
• Register |
• Forgot Password?

Home >  Browse > Journal Issue List

E-mail this page

Journal of Business & Industrial Marketing

---

Articles

Articles

Article No:	Article Information:
1571765	Marketing and sales: optimization of a neglected relationship Paul Matthyssens, Wesley J. Johnston (pp. 338-345) Keywords: Integration, Marketing, Sales, Sales management ArticleType: Research paper View HTML | View PDF (359 KB) | Reprints & Permissions
1571766	A study of relationship effectiveness between marketing and sales managers in business markets Philip L. Dawes, Graham R. Massey (pp. 346-360) Keywords: Australia, Interpersonal relations, Managers, Marketing, Sales, United Kingdom ArticleType: Research paper View HTML | View PDF (207 KB) | Reprints & Permissions
1571767	Customer-initiated influence tactics in sales and marketing activities Aberdeen Leila Borders (pp. 361-375) Keywords: Accounts management, Buyer-seller relationships, Influence, Sales ArticleType: Research paper View HTML | View PDF (179 KB) | Reprints & Permissions
1571768	Strategic account management: customer value creation through customer alignment Derrick Philippe Gosselin, Guy André Bauwen (pp. 376-385) Keywords: Accounts management, Industrial marketing, Key accounts, Marketing management, Sales management ArticleType: Conceptual paper View HTML | View PDF (296 KB) | Reprints & Permissions
1571769	Cultural frames that drive sales and marketing apart: an exploratory study Michael Beverland, Marion Steel, G. Peter Dapiran (pp. 386-394) Keywords: Integration, Marketing, Organizational culture, Qualitative research, Sales, Selling ArticleType: Research paper View HTML | View PDF (127 KB) | Reprints & Permissions
1571770	The three key linkages: improving the connections between marketing and sales Ralph A. Oliva (pp. 395-398) Keywords: Integration, Marketing, Operations management, Sales ArticleType: Viewpoint View HTML | View PDF (77 KB) | Reprints & Permissions

Guest editorial

Guest editorial

Item No:	Item Information
1571771	Guest editorial Journal: Journal of Business & Industrial Marketing Vol : 21 Issue: 6 Special Issue: Exploring the sales-marketing interface Author(s): Paul Matthyssens View HTML

Executive summary and implications for managers and executives

Executive summary and implications for managers and executives

Item No:	Item Information
1571772	Executive summary and implications for managers and executives Journal: Journal of Business & Industrial Marketing Vol : 21 Issue: 6 Special Issue: Exploring the sales-marketing interface View HTML