Journal of Inter-Organizational Relationships, Volume 21, Issue 4 (2014)

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Journal of Marketing Channels, Volume 21, Issue 4 (2014)

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Sales and Negotiations Within Marketing Channels

GUEST EDITORIAL

Sales and Negotiations Within Marketing Channels
David E. Fleming & Jon M. Hawes
Pages: 229-231
Published online: 06 Oct 2014
First Page PreviewforSales and Negotiations Within Marketing Channels | Full Text | References | PDF (45.3 KB)
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ARTICLES

Article
Salesperson Slotting Allowance Authority in Manufacturer-Retailer Negotiations
William J. Rowe, Matthew T. Seevers & James E. Zemanek Jr.
Pages: 232-241
Published online: 06 Oct 2014
AbstractforSalesperson Slotting Allowance Authority in Manufacturer-Retailer Negotiations | Full Text | References | PDF (308.8 KB)
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Article
Collaborative Communication between Sales and Logistics and Its Impact on Business Process Effectiveness: A Theoretical Approach
Colin B. Gabler, Raj Agnihotri & Chris R. Moberg
Pages: 242-253
Published online: 06 Oct 2014
AbstractforCollaborative Communication between Sales and Logistics and Its Impact on Business Process Effectiveness: A Theoretical Approach | Full Text | References | PDF (769.4 KB)
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Article
Less is More: An Exploratory Analysis of Optimal Visual Appeal and Linguistic Style Combinations in a Salesperson's Initial-Contact E-mail to Millennial Buyers Within Marketing Channels
Jennifer L. Dapko & Andrew B. Artis
Pages: 254-267
Published online: 06 Oct 2014
AbstractforLess is More: An Exploratory Analysis of Optimal Visual Appeal and Linguistic Style Combinations in a Salesperson's Initial-Contact E-mail to Millennial Buyers Within Marketing Channels | Full Text | References | PDF (639.9 KB)
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Article
The Proactive Behavior of Younger Salespeople: Antecedents and Outcomes
Michael L. Mallin, Charles B. Ragland & Todd A. Finkle
Pages: 268-278
Published online: 06 Oct 2014
AbstractforThe Proactive Behavior of Younger Salespeople: Antecedents and Outcomes | Full Text | References | PDF (186.9 KB)
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Article
Recognizing Distributive or Integrative Negotiation Opportunities in Marketing Channels: The Conceptualization of Adaptive Negotiations
Jon M. Hawes & David E. Fleming
Pages: 279-287
Published online: 06 Oct 2014
AbstractforRecognizing Distributive or Integrative Negotiation Opportunities in Marketing Channels: The Conceptualization of Adaptive Negotiations | Full Text | References | PDF (239.4 KB)
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CALL FOR PAPERS

Special Issue: “Dynamics of Marketing Channels in BRICS (Brazil, Russia, India, China, and South Africa) Economies”
Guest Editors: Rajiv P. Dant, University of Oklahoma, and Marko Grünhagen, Eastern Illinois University
Pages: 288-289
Published online: 06 Oct 2014
CitationforSpecial Issue: “Dynamics of Marketing Channels in BRICS (Brazil, Russia, India, China, and South Africa) Economies” | Full Text | PDF (35.9 KB)
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Special Issue: “Ethics and Social Responsibility in Marketing Channels and Supply Chains”
Guest Editors: O. C. Ferrell, University of New Mexico, and Linda Ferrell, University of New Mexico
Pages: 290-291
Published online: 06 Oct 2014
CitationforSpecial Issue: “Ethics and Social Responsibility in Marketing Channels and Supply Chains” | Full Text | PDF (35.5 KB)
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Special Issue: “Food Safety and Food Security: Challenges and Opportunities”
Guest Editors: Xenophon Koufteros, Texas A&M University, and Guanyi Lu, Oregon State University
Pages: 292-293
Published online: 06 Oct 2014
CitationforSpecial Issue: “Food Safety and Food Security: Challenges and Opportunities” | Full Text | PDF (37.2 KB)
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Special Issue: “Service-Dominant Logic and Marketing Channels/Supply Chain Management”
Guest Editors: Stephen L. Vargo, University of Hawai‘i at Mānoa and Birud Sindhav, University of Nebraska at Omaha
Pages: 294-295
Published online: 06 Oct 2014
CitationforSpecial Issue: “Service-Dominant Logic and Marketing Channels/Supply Chain Management” | Full Text | References | PDF (50.2 KB)
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Miscellaneous

Editorial Board EOV
Page: ebi
Published online: 06 Oct 2014
CitationforEditorial Board EOV | Full Text | PDF (31.9 KB)
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