search query: @author Cravens, D. W. / total: 18
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1.
The New Gender Agenda in Sales Management
Business Horizons
2003 : JUL-AUG, VOL. 46:4, p. 39-46
 2003 Piercy, N. F.
Cravens, D. W.
Lane, N.
2.
Consequences of sales management control in field sales organizations: a cross-national perspective
International Business Review
2002 : OCT, VOL. 11:5, p. 577-609
 2002 Baldauf, A.
Cravens, D. W.
Grant, K.
3.
Competitiveness and sales management: a marriage of strategies
Business Horizons
2001 : MAR-APR, VOL. 44:2, p. 25-30
 2001 Olson, E. M.
Cravens, D. W.
Slater, S. F.
4.
Examining gender differences in field sales organizations
Journal of Business Research
2000 : SEP, VOL. 49:3, p. 245-257
 2000 Moncrief, W. C.
Babakus, E.
Cravens, D. W.
Johnston, M. W.
5.
Salesforce performance and behaviour-based management processes in business-to-business sales organizations
European Journal of Marketing
1998 : VOL. 32:1-2, p. 79-100
 1998 Piercy, N. F.
Cravens, D. W.
Morgan, N. A.
6.
Examining the role of buyer/seller relationships in export performance (Betrieblicher Export; Exportmarketing)
Journal of World Business
1997 : SPRING, VOL. 32:1, p. 73-86
 1997 Piercy, N. F.
katsikeas, C. S.
Cravens, D. W.
7.
Examining salesforce performance in organizations that use behaviour-based sales management processes (Sales Management)
Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 361-371
 1996 Grant, K.
Cravens, D. W.
8.
Market-driven strategies for competitive advantage
Business Horizons
1991 : JAN-FEB, VOL. 34:1, p. 53-61
 1991 Cravens, D. W.
Shipp, S. H.
9.
Marketing's role in product and service quality.
Industrial Marketing Management
1988 : NOV, VOL. 17:4, p. 285-304
 1988 Cravens, D. W.
10.
Gaining strategic marketing advantage.
Business Horizons
1988 : SEP-OCT, VOL. 31:5, p. 44-54
 1988 Cravens, D. W.
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