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Journal of Strategic Marketing Volume 17, 2009 - Issue 3-4: Strategic Sales and Strategic Marketing
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Strategizing the sales organization

Nikala Lane Warwick Business School, The University of Warwick, Coventry, CV4 7AL, UKCorrespondence[email protected]
&
Nigel Piercy Warwick Business School, The University of Warwick, Coventry, CV4 7AL, UK
Pages 307-322 | Received 13 Jan 2009, Accepted 20 Mar 2009, Published online: 24 Aug 2009

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Megan C. Good & Charles H. Schwepker$suffix/text()$suffix/text(). (2022) Stop making excuses: reducing unethical behavior and improving performance and relationship quality. Journal of Business-to-Business Marketing 29:2, pages 177-196.
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Aniefre Eddie Inyang & Fernando Jaramillo. (2020) Salesperson implementation of sales strategy and its impact on sales performance. Journal of Strategic Marketing 28:7, pages 601-619.
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Meredith E. David, Fred R. David & Forest R. David. (2017) The quantitative strategic planning matrix: a new marketing tool. Journal of Strategic Marketing 25:4, pages 342-352.
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Charles H. Schwepker & Roberta J. Schultz. (2015) Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance. Journal of Personal Selling & Sales Management 35:2, pages 93-107.
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Articles from other publishers (17)

Lars Binckebanck. 2023. Digitalisierung im Vertrieb. Digitalisierung im Vertrieb 625 681 .
Megan C. Good & Charles H. SchwepkerJr.Jr.. (2022) Business-to-business salespeople and political skill: Relationship building, deviance, and performance. Journal of Business Research 139, pages 32-43.
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Marcin Gul. (2021) Nowe wyzwania w zarządzaniu sprzedażą w kontekście rozwoju nowoczesnych technologii i pandemii COVID-19. e-mentor 91:4, pages 61-72.
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Stefan Roth & Anton Nikolla. (2020) Vorgehen zur Erstellung einer Digitalisierungsroadmap für das Supply-Chain-Management. ZWF Zeitschrift für wirtschaftlichen Fabrikbetrieb 115:9, pages 634-640.
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Lars Binckebanck. 2020. Führung von Vertriebsorganisationen. Führung von Vertriebsorganisationen 147 193 .
Lars Binckebanck. 2020. Führung von Vertriebsorganisationen. Führung von Vertriebsorganisationen 355 398 .
Lars Binckebanck. 2020. Führung von Vertriebsorganisationen. Führung von Vertriebsorganisationen 3 34 .
Charles H. Schwepker Jr. (2016) Servant leadership, distributive justice and commitment to customer value in the salesforce. Journal of Business & Industrial Marketing 31:1, pages 70-82.
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Lars Binckebanck. 2016. Digitalisierung im Vertrieb. Digitalisierung im Vertrieb 189 354 .
Lars Binckebanck. (2015) Digital Sales Excellence — Systematischer Einsatz neuer Technologien im Vertrieb. Marketing Review St. Gallen 32:6, pages 44-53.
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Silja Korhonen-Sande & Jon Bingen Sande. (2014) Getting the most out of cross-functional cooperation: Internal structural change as a trigger for customer information use. Industrial Marketing Management 43:8, pages 1394-1406.
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Susanne Wiatr Borg & Louise Young. (2014) Continuing the evolution of the selling process: A multi-level perspective. Industrial Marketing Management 43:4, pages 543-552.
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Charles H. SchwepkerJrJr & David J. Good. (2013) Improving salespeople's trust in the organization, moral judgment and performance through transformational leadership. Journal of Business & Industrial Marketing 28:7, pages 535-546.
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Lars Binckebanck. 2013. Führung von Vertriebsorganisationen. Führung von Vertriebsorganisationen 209 250 .
Lars Binckebanck. 2013. Führung von Vertriebsorganisationen. Führung von Vertriebsorganisationen 3 35 .
Lars Binckebanck. 2012. Internationaler Vertrieb. Internationaler Vertrieb 531 561 .
Carsten Baumgarth & Lars Binckebanck. 2011. Verkaufen nach der Krise. Verkaufen nach der Krise 43 60 .

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