Kursiivilla merkityt aineistot ovat ohjeistuksessa mainitsemattomia lähteitä.
Viikko 47:
- Ingram, T. N. et al. (2002). Selling in the new millenium: A joint agenda. Industrial Marketing Management 31, 559-567.
- Guenzi, P. & Troilo, G. (2006). Developing marketing capabilities for customer value creation through marketing-sales integration. Industrial Marketing Management 35, 974-988.
Viikko 48:
- Alajoutsijärvi, K., Mannermaa, K. & Tikkanen, H. (2000). Customer relationships and the small software firm: A framework for understanding challenges faced in marketing. Information and Management 37, 153-159.
- Carmel , E. & Sawyer, S. (1998). Packaged software development teams: what makes them different? Information Technology & People. Vol. 11, no. 1, 7-19.
- Tikkanen, H., Alajoutsijärvi, K. & Tähtinen, J. (2000). The concept of satisfaction in industrial markets: A contextual perspective and a case study from the software industry. Industrial Marketing Management 29, 373-386.
Viikko 49:
- Verville, J. & Halingten, A. (2003). A six-stage model of the bying process for ERP software. Industrial Marketing Management 32, 585-594.
- Ulkuniemi, P.& Pekkarinen, S. (2005). Managing competitive software component supplier relationships. Journal of Purchasing and Supply Management 11, 97-106.
Viikko 50:
- Case “Omni Automated Systems” kirjasta Hite, R. E. & Johnston, W. J. (1998). Managing Salespeople: A Relationship Approach. South-Western College Publishing, Cincinnati, Ohio.
- Mintzberg, H. (1983). Structure in Fives – Designing Effective Organizations. Englewood Cliffs: Prentice-Hall.
- Weitz, B. A. & Bradford, K. D. (1999). Personal selling and sales management: A relationship marketing perspective. Journal of the Academy of Marketing Science 27(2), 241-254.
Viikko 3:
- Luku 7 teoksesta: Moore, G. A. (1995). Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. Harper Business, New York.
- Case “ISG Technologies, Inc.” kirjasta Johnston, M. W. & Marshall, G. W. (2003). Churchill/Ford/Walker’s Sales Force Management. 7th ed., McGraw-Hill, New York, NY.
Viikko 4:
- Luku 21 teoksesta: Kotler, P. (2003). Marketing Management. 11th edition, Prentice Hall, New Jersey. Vanhempikin painos käy, luku “Managing the Sales Force.”
- Dubinsky, A. J. (1999). Salesperson failure: Sales management is the key. Industrial Marketing Management 28, 7-17.
Viikko 5:
- Hunt, K. A. & Bashaw, R. E. (1999a). Using buyer’s information processing to formulate selling strategies. Industrial Marketing Management 28, 99-107.
- Hunt, K. A. & Bashaw, R. E. (1999b). A new classification of sales resistance. Industrial Marketing Management 28, 109-118.
