Publications


 

de Jong, A., De Ruyter, K., & Lemmink, J.G.A.M. (2005). Service Climate in Self-Managing Teams: Mapping the Linkage of Team Member Perceptions and Service Performance Outcomes in a Business-to-Business Setting. Journal of Management Studies, 42(8), 1593-1620.

De Ruyter K., de Jong, A., & Wetzels, M. (2009). Antecedents and Consequences of Environmental Stewardship in Boundary-Spanning B2B Teams. Journal of the Academy of Marketing Science, 37(4), 470-487.

Geersbro, J., & Ritter, T. (2012). Antecedents and consequences of sales representatives' relationship termination competence. Journal of Business & Industrial Marketing, 28(1), 41-49.

Lindgreen, A., Vanhamme, J., Raaij, E. van, & Johnston, W.J. (2013). Go configure: the mix of purchasing practices to choose for your supply base. California Management Review, 55(2), 72-96.

Pattinson, S., Nicholson, J., & Lindgreen, A. (2018). Emergent coopetition from a sense-making perspective: a multi-level analysis. Industrial Marketing Management, 68, 25-35.

Ritter, T., & Geersbro, J. (2018). Multidexterity in customer relationship management: Managerial implications and a research agenda. Industrial Marketing Management, 69, 74-79.

Ritter, T., & Geersbro, J. (2011). Organizational relationship termination competence: A conceptualization and an empirical test. Industrial Marketing Management, 40(6), 988-993.

Van der Borgh, M., De Jong, A. & Nijssen, E.J. (2017). Alternative Mechanisms Guiding Salespersons’ Ambidextrous Product Selling. British Journal of Management, 28(2), 331-353.

Van der Borgh, M., De Jong, A., & Nijssen, E.J. (forthcoming). Why Helping Peers Does Not Always Make You Poor: The Contingent Role of Common and Unique Position Within the Sales Unit. Industrial Marketing Management, special issue on ‘Understanding Theory and Practice of Sales Teams’.

Van der Borgh, M. & Schepers, J.L.L. (2018). Are Conservative Approaches to New Product Selling a Blessing in Disguise? Journal of the Academy of Marketing Science, 46(5), 857-878.

The page was last edited by: Department of Marketing // 10/16/2018