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OpenAlex is a bibliographic catalogue of scientific papers, authors and institutions accessible in open access mode, named after the Library of Alexandria. It's citation coverage is excellent and I hope you will find utility in this listing of citing articles!

If you click the article title, you'll navigate to the article, as listed in CrossRef. If you click the Open Access links, you'll navigate to the "best Open Access location". Clicking the citation count will open this listing for that article. Lastly at the bottom of the page, you'll find basic pagination options.

Requested Article:

Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures
Scott B. Friend, Carolyn Folkman Curasi, James S. Boles, et al.
Industrial Marketing Management (2014) Vol. 43, Iss. 7, pp. 1124-1135
Closed Access | Times Cited: 33

Showing 1-25 of 33 citing articles:

Rapport building in authentic B2B sales interaction
Timo Kaski, Jarkko Niemi, Ellen Bolman Pullins
Industrial Marketing Management (2017) Vol. 69, pp. 235-252
Closed Access | Times Cited: 90
Avoiding crisis-driven business failure through digital dynamic capabilities. B2B distribution firms during the COVID-19 and beyond
Najam Ul Zia, Saqib Shamim, Jing Zeng, et al.
Industrial Marketing Management (2023) Vol. 113, pp. 14-29
Closed Access | Times Cited: 16
Key account management in B2B marketing: A systematic literature review and research agenda
Sadasivan Pillai Sandesh, S. Sreejesh, Justin Paul
Journal of Business Research (2022) Vol. 156, pp. 113541-113541
Open Access | Times Cited: 20
Birds of a feather?: Firm sales growth and narcissism in the upper echelons at the CEO-TMT interface
Daniel G. Bachrach, Kyoung Yong Kim, Pankaj C. Patel, et al.
The Leadership Quarterly (2022) Vol. 34, Iss. 2, pp. 101621-101621
Closed Access | Times Cited: 18
An Investigation of the Theory Practice Gap in Professional Sales
Ellen Bolman Pullins, Hanna Timonen, Timo Kaski, et al.
The Journal of Marketing Theory and Practice (2016) Vol. 25, Iss. 1, pp. 17-38
Open Access | Times Cited: 23
Managing value co-creation/destruction: a longitudinal education capital programme/project case study
Grant Mills, Kamran Razmdoost
Construction Management and Economics (2016) Vol. 34, Iss. 4-5, pp. 286-301
Open Access | Times Cited: 22
An escalation of commitment perspective on allocation-of-effort decisions in professional selling
Robert Mayberry, James S. Boles, Naveen Donthu
Journal of the Academy of Marketing Science (2018) Vol. 46, Iss. 5, pp. 879-894
Closed Access | Times Cited: 21
Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships
Scott B. Friend, Jeff S. Johnson
Journal of Personal Selling and Sales Management (2017) Vol. 37, Iss. 1, pp. 42-60
Closed Access | Times Cited: 21
Industrial-buying research 1965-2015: review and analysis
Gitesh Chavan, Ranjan Chaudhuri, Wesley J. Johnston
Journal of Business and Industrial Marketing (2018) Vol. 34, Iss. 1, pp. 205-229
Closed Access | Times Cited: 18
The role of formal information sharing in key account team effectiveness: does informal control matter and when
Christine Lai-Bennejean, Yongqiang Yang
Journal of Personal Selling and Sales Management (2017) Vol. 37, Iss. 4, pp. 313-331
Closed Access | Times Cited: 17
Fail fast, sell well: The contingent impact of failing fast on salesperson performance
Scott B. Friend, Kumar Rakesh Ranjan, Jeff S. Johnson
Industrial Marketing Management (2019) Vol. 82, pp. 265-275
Closed Access | Times Cited: 17
An antecedent and contingent outcome model of fail fast strategy in sales force management
Scott B. Friend, Jeff S. Johnson, Kumar Rakesh Ranjan
Industrial Marketing Management (2020) Vol. 87, pp. 106-116
Closed Access | Times Cited: 16
Mixed interpretations of sales proposal signals
Jeff S. Johnson, Scott B. Friend, Avinash Malshe
Journal of Personal Selling and Sales Management (2016) Vol. 36, Iss. 3, pp. 264-280
Closed Access | Times Cited: 15
Aligning sales and operations management: an agenda for inquiry
Devarajan Rangarajan, Arun Sharma, Bert Paesbrugghe, et al.
Journal of Personal Selling and Sales Management (2018) Vol. 38, Iss. 2, pp. 220-240
Open Access | Times Cited: 13
Absolute versus relative sales failure
Jeff S. Johnson, Scott B. Friend, Brian N. Rutherford, et al.
Journal of Business Research (2015) Vol. 69, Iss. 2, pp. 596-603
Closed Access | Times Cited: 13
Analyzing sales proposal rejections via machine learning
Peter Nguyen, Scott B. Friend, Kevin S. Chase, et al.
Journal of Personal Selling and Sales Management (2022) Vol. 43, Iss. 1, pp. 24-45
Closed Access | Times Cited: 8
The cultural factors in global account management: the case of Indian buyers and German suppliers
Nayan Kadam, Barbara Niersbach, Björn Sven Ivens
Journal of Business and Industrial Marketing (2022) Vol. 38, Iss. 2, pp. 353-366
Closed Access | Times Cited: 8
Key account buying team members' emotional responses awarding multi-million dollar sales contracts
Carolyn Folkman Curasi, James S. Boles, Rick Reynolds
Industrial Marketing Management (2018) Vol. 75, pp. 193-205
Closed Access | Times Cited: 10
The impact of effectuation on small firm buying decisions
Phillip McGowan
IMP Journal (2018) Vol. 12, Iss. 3, pp. 444-459
Open Access | Times Cited: 8
Sales failure: a review and future research directions
Phillip McGowan
International Journal of Logistics Research and Applications (2020) Vol. 24, Iss. 1, pp. 23-50
Open Access | Times Cited: 7
Adapting sales influence tactics in the information intensive era
Mark Leach, Rhett Epler, Sijun Wang
Journal of Business and Industrial Marketing (2020) Vol. 36, Iss. 8, pp. 1261-1272
Closed Access | Times Cited: 7
Innovation in Key Account Management: Identification of Research Trends and Knowledge Gaps
Christian Lautenschläger, Nektarios Tzempelikos
Journal of Business-to-Business Marketing (2021) Vol. 28, Iss. 2, pp. 149-167
Open Access | Times Cited: 7
Too much of a good thing?: The impact of ethical controls and perceived controllability on salesforce job performance
Joon-Hee Oh, Wesley J. Johnston, Carolyn Folkman Curasi
Journal of Business and Industrial Marketing (2021) Vol. 37, Iss. 6, pp. 1241-1254
Closed Access | Times Cited: 7
The dark side of effectuation in a key account management relationship
Phillip McGowan, Chris Simms, David Pickernell, et al.
Journal of Business and Industrial Marketing (2020) Vol. 36, Iss. 7, pp. 1147-1162
Open Access | Times Cited: 5
Key account management formalization and effectiveness: A fuzzy-set qualitative comparative analysis
Jasmin Feste, Björn Sven Ivens, Catherine Pardo
Industrial Marketing Management (2022) Vol. 107, pp. 450-465
Closed Access | Times Cited: 3
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