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@article{Sohnchen.2010,
 abstract = {The management and controlling of the industrial project acquisition process, with its staged, funnel-like structure, has been neglected in empirical research so far---even though an effective acquisition process is crucial for economic success. In addition to profitability, the main goal of industrial companies is to implement a pipeline process that ensures that the pipeline is always filled with acquisition projects and results in a constant stream of orders over time. The projects considered are characterized by complexity, uniqueness, and discontinuity. Based on a large-scale survey among German industrial companies, we describe the industrial project acquisition process, where the projects mentioned above are sold on a non-continuous basis to industrial customers. We assess how the industrial project acquisition process is really structured, whether a sales funnel management is applicable and utilized by sales management to monitor and control this process, and whether a sophisticated sales funnel management contributes to enhanced economic success.},
 author = {S{\"o}hnchen, Florian and Albers, S{\"o}nke},
 year = {2010},
 title = {Pipeline management for the acquisition of industrial projects},
 pages = {1356--1364},
 volume = {39},
 number = {8},
 issn = {0019-8501},
 journal = {Industrial Marketing Management},
 doi = {10.1016/j.indmarman.2010.04.001}
}