Coleção de Artigos Acadêmicos
URI permanente para esta coleçãohttps://repositorio.insper.edu.br/handle/11224/3227
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33 resultados
Resultados da Pesquisa
Artigo Científico 1st Industrial Marketing Management (IMM) South America Summit (2nd - 4th October 2024)(2024) CARLA SOFIA DIAS MOREIRA RAMOS; DANNY PIMENTEL CLARO; Lindgreen, Adam; Benedetto, C. Anthony DiThe 1st Industrial Marketing Management South America Summit seeks to unite academics and practitioners from South America, as well as other regions, who share an interest in business-to-business marketing, with the goal of creating and/or strengthening collaborative research networks. This summit also intends to continue the tradition established by the European and American Industrial Marketing Management summits, which includes promoting discussions, sharing cutting-edge research, and enhancing the effectiveness and efficiency of industrial markets on a global scale. The event will display recent developments in both theory and practice within the realm of global industrial and business-to business marketing. Leveraging the success of past summits and the rich heritage of Industrial Marketing Management, this gathering assures dynamic conversations, visionary insights, and effective answers.Artigo Científico How intrafirm intermediary salespeople connect sales to marketing and product development(2019) DANNY PIMENTEL CLARO; Gonzalez, Gabriel R.Artigo Científico Identifying Sales Performance Gaps with Internal Benchmarking(2017) DANNY PIMENTEL CLARO; Kamakura, Wagner A.Artigo Científico Drivers leading firm adoption of internet banking services(2016) DANNY PIMENTEL CLARO; Rosa, Ramon BarbosaArtigo Científico Sales prospecting framework: marketing team, salesperson competence, and sales structure(2020) Vieira, Valter Afonso; DANNY PIMENTEL CLAROArtigo Científico When value- and experience-related trade promotions influence retailers’ sales: the moderating role of retail format strategy and channel structure(2021) DANNY PIMENTEL CLARO; Vieira, Valter Afonso; Agnihotri, Raj; Serer, Rafael RizzoArtigo Científico Synergistic effects of relationship managers’ social networks on sales performance(2014) Gonzalez, Gabriel R.; DANNY PIMENTEL CLARO; Palmatier, Robert W.Artigo Científico Networking and developing collaborative relationships: evidence of the auto‐part industry of Brazil(2011) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLAROArtigo Científico Sales managers’ performance and social capital: the impact of an advice network(2009) DANNY PIMENTEL CLARO; Laban Neto, Sílvio AbrahãoArtigo Científico Coordinating collaborative joint efforts with suppliers: the effects of trust, transaction specific investment and information network in the Dutch flower industry(2006) DANNY PIMENTEL CLARO; PRISCILA BORIN DE OLIVEIRA CLARO; Hagelaar, Geoffrey