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Sales Technology by Nikolaos Panagopoulos

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Notes

Preface

1. Speier and Venkatesh (2002).

2. Dickie (2006a).

3. Aberdeen Group (2009).

4. Damanpour (1991); Klein and Sorra (1996).

Chapter 1

1. Higgins, McIntyre, and Raine (1991).

2. McKee and Varadarajan (1995); Porter (1985).

3. Dewett and Jones (2001), p. 315.

4. Dewett and Jones (2001).

5. See, for instance, Anderson (1996) and Moncrief and Cravens (1999).

6. Band, Leaver, and Rogan (2008); Gartner (2009).

7. Hunter and Perreault (2007).

8. Parthasarathy and Sohi (1997), 196.

9. Rivers and Dart (1999), 59.

10. Erffmeyer and Johnson (2001), p. 168.

11. Morgan and Inks (2001), p. 463.

12. Speier and Venkatesh (2002), p. 99.

13. Engle and Barnes (2000), p. 219.

14. Honeycutt, Thelen, Thelen, and Hodge (2005), p. 313.

15. Srivastava, Shervani, ...

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