Bert Paesbrugghe
Title
Cited by
Cited by
Year
Purchasing-driven sales: Matching sales strategies to the evolution of the purchasing function
B Paesbrugghe, D Rangarajan, A Sharma, N Syam, S Jha
Industrial Marketing Management 62, 171-184, 2017
522017
Personal selling and the purchasing function: where do we go from here?
B Paesbrugghe, A Sharma, D Rangarajan, N Syam
Journal of Personal Selling & Sales Management 38 (1), 123-143, 2018
322018
How Individual Technology Propensities and Organizational Culture Influence B2B Customer's Behavioral Intention to Use Digital Services at Work?
H Hallikainen, B Paesbrugghe, T Laukkanen, D Rangarajan, ...
Proceedings of the 50th Hawaii International Conference on System Sciences 2017, 2017
222017
Increasing resilience by creating an adaptive salesforce
A Sharma, D Rangarajan, B Paesbrugghe
Industrial Marketing Management 88, 238-246, 2020
212020
Between a rock and a hard place: Seizing the opportunity of demanding customers by means of frontline service behaviors
OS Itani, F Jaramillo, B Paesbrugghe
Journal of Retailing and Consumer Services 53, 101978, 2020
172020
Aligning sales and operations management: an agenda for inquiry
D Rangarajan, A Sharma, B Paesbrugghe, R Boute
Journal of Personal Selling & Sales Management 38 (2), 220-240, 2018
142018
Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople
B Paesbrugghe, D Rangarajan, B Hochstein, A Sharma
Journal of Personal Selling & Sales Management 40 (4), 289-305, 2020
22020
Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force
D Rangarajan, A Sharma, T Lyngdoh, B Paesbrugghe
Business Horizons, 2021
12021
The impact of adverse life events on salesperson relationships with customers
D Rangarajan, M Peasley, B Paesbrugghe, RV Srivastava, GT Stewart
Journal of Business & Industrial Marketing, 2020
12020
Salespeople are from Mars, purchasers are from Venus: matching sales to purchasing
B Paesbrugghe
Ghent University, 2017
12017
Understanding the Digital Communication Preference of Business-to-Business Purchasers and Sellers
B Paesbrugghe, T Lyngdoh, A Sharma, D Rangarajan
Digital Marketing & eCommerce Conference, 277-279, 2021
2021
Aligning Digital Channel Strategies to the Business Buyer’s Sourcing Journey
B Paesbrugghe, J Vuori, H Kock
2017
Business buyers' expectations before the first buyer-seller interaction
P Hautamäki, S Hänti, B Paesbrugghe
2016
Sales and operation integration: The role of collaboration and alignment
D Rangarajan, R Boute, B Weijters, B Paesbrugghe
2015
The end of avoiding procurement in a buyer-seller relationship: a qualitative study from an empowered buyer’s perspective
B Paesbrugghe, D Rangarajan
European Marketing Academy Conference, 2015
2015
Portfolios and investments: an introduction
M Frömmel
BoD, 2010
2010
Salespeople service delivery in the era of demanding customers
OS Itani, B Paesbrugghe
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Articles 1–17