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Robert Peterson
Robert Peterson
Verifisert e-postadresse på niu.edu
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Social media’s influence on business-to-business sales performance
M Rodriguez, RM Peterson, V Krishnan
Journal of Personal Selling & Sales Management 32 (3), 365-378, 2012
5492012
CRM/social media technology: impact on customer orientation process and organizational sales performance
M Rodriguez, RM Peterson, H Ajjan
Ideas in Marketing: Finding the New and Polishing the Old: Proceedings of …, 2015
2752015
Value creation and firm sales performance: The mediating roles of strategic account management and relationship perception
UY Sullivan, RM Peterson, V Krishnan
Industrial Marketing Management 41 (1), 166-173, 2012
1522012
Social media in large sales forces: An empirical study of the impact of sales process capability and relationship performance
M Rodriguez, H Ajjan, RM Peterson
Journal of Marketing Theory and Practice 24 (3), 365-379, 2016
1162016
Course participation: An active learning approach employing student documentation
RM Peterson
Journal of Marketing Education 23 (3), 187-194, 2001
1132001
Business-to-business selling determinants of quality
KW Westbrook, RM Peterson
Industrial Marketing Management 27 (1), 51-62, 1998
1051998
Building student networks with LinkedIn: The potential for connections, internships, and jobs
RM Peterson, HF Dover
Marketing Education Review 24 (1), 15-20, 2014
892014
Internationalizing sales research: Current status, opportunities, and challenges
NG Panagopoulos, N Lee, EB Pullins, GJ Avlonitis, P Brassier, P Guenzi, ...
Journal of Personal Selling & Sales Management 31 (3), 219-242, 2011
842011
Expanding the antecedent component of the traditional business negotiation model: Pre-negotiation literature review and planning-preparation propositions
RM Peterson, GH Lucas
Journal of Marketing Theory and Practice 9 (4), 37-49, 2001
842001
Sales enablement: Conceptualizing and developing a dynamic capability
RM Peterson, A Malshe, SB Friend, H Dover
Journal of the Academy of Marketing Science 49, 542-565, 2021
552021
Impact of CRM technology on sales process behaviors: empirical results from US, Europe, and Asia
M Rodriguez, RM Peterson, V Krishnan
Journal of Business-to-Business Marketing 25 (1), 1-10, 2018
492018
The influence of national cultural values on the use of rewards alignment to improve sales collaboration
P Magnusson, R Peterson, SA Westjohn
International Marketing Review 31 (1), 30-50, 2014
452014
Social media and the sales force: the importance of intra-organizational cooperation and training on performance
M Groza, R Peterson, UY Sullivan, V Krishnan
The Marketing Management Journal 22 (2), 118-130, 2012
422012
Long-vs. short-term performance perspectives of Western European, Japanese, and US countries: where do they lie?
RM Peterson, CC Dibrell, TL Pett
Journal of World Business 37 (4), 245-255, 2002
402002
The role of social CRM and its potential impact on lead generation in business-to-business marketing
M Rodriguez, RM Peterson
International Journal of Internet Marketing and Advertising 7 (2), 180-193, 2012
382012
Preparing to negotiate: An exploratory analysis of the activities comprising the pre-negotiation process in a buyer-seller interaction
RM Peterson, CD Shepherd
Marketing Management Journal 20 (1), 66-75, 2010
262010
What buyers want most from salespeople: a view from the senior level
RM Peterson, GH Lucas
Business Horizons 44 (5), 39-45, 2001
242001
Global perspectives of sales enablement: Constituents, services, and goals
RM Peterson, HF Dover
Industrial Marketing Management 92, 154-162, 2021
222021
Examining the use of sales force management practices
DA Reid, RE Plank, RM Peterson, GA Rich
Journal of Business & Industrial Marketing 32 (7), 974-986, 2017
222017
LINKING CUSTOMER RELATIONSHIP MANAGEMENT (CRM) PROCESSES TO SATES PERFORMANCE: THE ROLE OF CRM TECHNOLOGY EFFECTIVENESS.
V Krishnan, MD Groza, MP Groza, RM Peterson, E Fredericks
Marketing Management Journal 24 (2), 2014
222014
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Artikler 1–20