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Research Output 2001 2019

Enhancing Supplier's Involvement in Startup's Innovation through Equity Offering and Trust Building

Song, M., de Jong, A., Di Benedetto, C. A. & Zhao, Y. L. Feb 2019 In : International Journal of Innovation Management. 23, 2, 29 p., 1950013

Research output: Contribution to journalJournal articleResearchpeer-review

(Re)Defining Salesperson Motivation: Current Status, Main Challenges, and Research Directions

Khusainova, R., de Jong, A., Lee, N., Marshall, G. W. & Rudd, J. M. 2018 In : Journal of Personal Selling & Sales Management. 38, 1, p. 2-29 28 p.

Research output: Contribution to journalReviewResearchpeer-review

A Multilevel Approach to the Process of Concession-making in Price Negotiations

Nagler, H., Wilken, R., de Jong, A. & Schmitz, C. 2018 In : Unternehmung. 72, 1, p. 37-50 14 p.

Research output: Contribution to journalJournal articleResearchpeer-review

Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling

Van der Borgh, M., de Jong, A. & Nijssen, E. J. 2017 In : British Journal of Management. 28, 2, p. 331–353

Research output: Contribution to journalJournal articleResearchpeer-review

Open Access
File

Why Helping Coworkers Does Not Always Make You Poor: The Contingent Role of Common and Unique Position within the Sales Team

Van der Borgh, M., de Jong, A. & Nijssen, E. J. 25 Oct 2017 In : Industrial Marketing Management. 18 p.

Research output: Contribution to journalJournal articleResearchpeer-review

Open Access