6 research outputs found
The role of leadership in salespeople’s price negotiation behavior
- Author
- A Bandura
- A Bandura
- A Bandura
- A Bandura
- A-K Hansen
- AE Colbert
- AJ Dubinsky
- AN Pieterse
- B Smith
- BJ Avolio
- BJ Avolio
- BJ Jaworski
- BJ Zimmerman
- BJ Zimmerman
- BJ Zimmerman
- BM Bass
- C Fornell
- C Homburg
- C Homburg
- C Homburg
- C Schmitz
- C Schmitz
- C-C Huang
- CA Martin
- CB Weinberg
- CB Weinberg
- CH Schwepker Jr
- CKW Dreu De
- DA Hofmann
- DC Zetik
- DE Hughes
- DH Schunk
- DN Hartog Den
- DR Deeter-Schmelz
- E Siemsen
- F Jaramillo
- F Kraus
- F Mael
- F Pajares
- FE Fiedler
- G Salomon
- G Yukl
- GA Rich
- GB Graen
- H Frenzen
- H Sujan
- HP Sin
- J Antonakis
- J Hüffmeier
- J Mathieu
- J Nunnally
- J Sweller
- J Wieseke
- J Wieseke
- J Wieseke
- J Wieseke
- JA Conger
- Jan Wieseke
- JF Alexander
- JJ Hox
- JJ Merrienboer Van
- JM Brett
- Johannes Habel
- JP Boichuk
- JR Hackman
- K Joseph
- K Shannahan
- KD Multon
- KL Shannahan
- KR Evans
- LR Weingart
- M Ahearne
- M Krafft
- ME Brown
- ME Shoemaker
- MV Marn
- N Li
- N Lim
- NG Panagopoulos
- P Bhardwaj
- P Harvey
- PA Kirschner
- Paolo Guenzi
- PH Kim
- PH Schurr
- PK Tyagi
- PM Podsakoff
- PR Darke
- PS Desai
- R Lal
- R Mullins
- R Wilken
- RF Piccolo
- RG McFarland
- RH Gramzow
- RJ House
- RL Spiro
- RP Bagozzi
- RP Stephenson
- S Alavi
- S Chakrabarty
- S Ganesan
- S Kwon
- S Menard
- S Yun
- SA Furst
- Sascha Alavi
- SB MacKenzie
- SF Slater
- SJ Blanchard
- SJ Wayne
- SK Lam
- ST Hunter
- SW Raudenbush
- TN Ingram
- TR Zenger
- U Herbst
- V Kumar
- V Onyemah
- WH Galinat
- Y Ganzach
- Publication venue
- 'Springer Science and Business Media LLC'
- Publication date
- 01/07/2018
- Field of study
Salespeople assume a key role in defending firms’ price levels in price negotiations with customers. The degree to which salespeople defend prices should critically depend upon their leaders’ influence. However, the influence of leadership on salespeople’s price defense behavior is barely understood, conceptually or empirically. Therefore, building on social learning theory, the authors propose that salespeople might adopt their leaders’ price defense behavior given a transformational leadership style. Furthermore, drawing on the contingency leadership perspective, the authors argue that this adoption fundamentally depends on three variables deduced from the motivation–ability–opportunity (MAO) framework, that is, salespeople’s learning motivation, negotiation efficacy, and perceived customer lenience. Results of a multi-level model using data from 92 salespeople and 264 salesperson–customer interactions confirm these predictions. The first to explore contingencies of salespeople’s adoption of their transformational leaders’ price negotiation behaviors, this study extends marketing theory and provides actionable guidance to practitioners
Relationships among American popcorn and their links with landraces conserved in a microcenter of diversity
- Author
- A Grobman
- A Grobman
- A Santacruz-Varela
- AF Smith
- AJG Vázquez
- AM Brunson
- AT Erwin
- B Benz
- C Mir
- C Rebourg
- C Sansaloni
- CA Bedoya
- D Jaccoud
- D Park
- DH Timothy
- DH Timothy
- DM Pearsall
- DR Piperno
- DR Piperno
- E Paradis
- E Paterniani
- EJ Wellhausen
- EJ Wellhausen
- F Borras
- FG Brieger
- FM Costa
- FO Freitas
- HH Iltis
- HH Iltis
- J Iriarte
- J Ross-Ibarra
- J van Heerwaarden
- JC Reif
- JC Reif
- JF Doebley
- JF Doebley
- JJ Doyle
- JK Pritchard
- K Fukunaga
- KE Ziegler
- L Hilbert
- L Kistler
- LM Roberts
- M Bracco
- M Bracco
- M Nei
- MA Rivera
- ML Warburton
- MM Goodman
- N Saitou
- NCA Silva
- NCA Silva
- P Dubreuil
- P Wenzl
- R RamÃrez
- R Vidal
- RA Dickau
- RJ Elshire
- S Soylu
- S Zarrillo
- T Jombart
- TA Jombart
- TA Kato
- TR Contreras
- U Grant
- VV Lia
- WC Galinat
- WC Galinat
- WH Hatheway
- WJ Silva
- Y Matsuoka
- Y Vigouroux
- Ø Hammer
- Publication venue
- 'Springer Science and Business Media LLC'
- Publication date
- Field of study
Turning Maize Cobs into a Valuable Feedstock
- Author
- A Demirbas
- A Gallavotti
- A Gani
- AD Halvorson
- AH Basta
- AJ Lorenz
- B Fussell
- B Veit
- B Yang
- BC Saha
- BJ Donnelly
- BS Dien
- BW Penning
- C Costa
- CA Mullen
- Constantin Jansen
- D Adesanya
- D Tilman
- DN Duvick
- E Vollbrecht
- EH Coe
- F Bavec
- F Chardon
- F Yu
- FB Morrison
- G Garrote
- GE Varvel
- GJE Nychas
- H Blanco-Canqui
- H Zhang
- HC Cutler
- J Feng
- J Power
- JF Pedersen
- JM Ebeling
- JN BeMiller
- JR Seebauer
- JW Dunning
- K Dhugga
- K Raveendran
- KJ Shinners
- KJ Shinners
- KM Foley
- L Appenzeller
- L Mann
- LR Lynd
- LR Veldboom
- LW Lenz
- M Avilla-Segura
- M Galbe
- M Li
- MA Mikel
- MB Sticklen
- MW Eubanks
- N Kaliyan
- N Upadyayula
- NG Taylor
- NH Nickerson
- O Ioannidou
- OA Adeyemi
- OT Bonnet
- P Weatherwax
- PJ Loesch
- PK Sabadin
- PM Vitousek
- RA Katsanos
- RA Laubengayer
- RD Smith
- RF Barnes
- RG Reeves
- RG Reeves
- S Arvelakis
- S Gaur
- SN Flint-Garcia
- T Ras
- T Searchinger
- TA Kiesselbach
- Thomas Lübberstedt
- W Tsai
- WC Galinat
- WD Beavis
- WH Murdy
- WW Wilhelm
- X Pan
- Y Chen
- YL Li
- Z Liu
- Publication venue
- 'Springer Science and Business Media LLC'
- Publication date
- Field of study
The role of leadership in salespeople’s price negotiation behavior
- Author
- A Bandura
- A Bandura
- A Bandura
- A Bandura
- A-K Hansen
- AE Colbert
- AJ Dubinsky
- AN Pieterse
- B Smith
- BJ Avolio
- BJ Avolio
- BJ Jaworski
- BJ Zimmerman
- BJ Zimmerman
- BJ Zimmerman
- BM Bass
- C Fornell
- C Homburg
- C Homburg
- C Homburg
- C Schmitz
- C Schmitz
- C-C Huang
- CA Martin
- CB Weinberg
- CB Weinberg
- CH Schwepker Jr
- CKW Dreu De
- DA Hofmann
- DC Zetik
- DE Hughes
- DH Schunk
- DN Hartog Den
- DR Deeter-Schmelz
- E Siemsen
- F Jaramillo
- F Kraus
- F Mael
- F Pajares
- FE Fiedler
- G Salomon
- G Yukl
- GA Rich
- GB Graen
- H Frenzen
- H Sujan
- HP Sin
- J Antonakis
- J Hüffmeier
- J Mathieu
- J Nunnally
- J Sweller
- J Wieseke
- J Wieseke
- J Wieseke
- J Wieseke
- JA Conger
- Jan Wieseke
- JF Alexander
- JJ Hox
- JJ Merrienboer Van
- JM Brett
- Johannes Habel
- JP Boichuk
- JR Hackman
- K Joseph
- K Shannahan
- KD Multon
- KL Shannahan
- KR Evans
- LR Weingart
- M Ahearne
- M Krafft
- ME Brown
- ME Shoemaker
- MV Marn
- N Li
- N Lim
- NG Panagopoulos
- P Bhardwaj
- P Harvey
- PA Kirschner
- Paolo Guenzi
- PH Kim
- PH Schurr
- PK Tyagi
- PM Podsakoff
- PR Darke
- PS Desai
- R Lal
- R Mullins
- R Wilken
- RF Piccolo
- RG McFarland
- RH Gramzow
- RJ House
- RL Spiro
- RP Bagozzi
- RP Stephenson
- S Alavi
- S Chakrabarty
- S Ganesan
- S Kwon
- S Menard
- S Yun
- SA Furst
- Sascha Alavi
- SB MacKenzie
- SF Slater
- SJ Blanchard
- SJ Wayne
- SK Lam
- ST Hunter
- SW Raudenbush
- TN Ingram
- TR Zenger
- U Herbst
- V Kumar
- V Onyemah
- WH Galinat
- Y Ganzach
- Publication venue
- 'Springer Science and Business Media LLC'
- Publication date
- Field of study
Molecular genetics of cellular differentiation in leaves
- Author
- Araus JL
- Avery GS
- Barkan A
- Barkan A
- Barkan A
- Barton MK
- Bevan M
- Brown WV
- Brown WV
- Bunning E.
- Bunning EH
- Cerioli S
- Chapman JM
- Charlton WA
- Cheng S-H
- Chory J
- Chory J.
- Church DL
- Clark SE
- Coe EH
- Crookston RK
- Cushman JC
- Dale JE
- Deng X-W
- Deschap PA
- Edwards GE
- Emerson RA
- Emerson RA
- Esau K.
- Esau K.
- Evans MMS
- Everett HL
- Eyster WH
- Fleischmann RD
- Foard DE
- Frydman VM
- Fukuda H
- Furner IJ
- Gahan PB
- Galinat WC
- Goff SA
- Green PB
- Greyson RI
- Hake S
- Hellendoorn PH
- Hemerly A
- Irish VF
- Jackson D
- Jacobs WP
- Jacobs WP
- JANE A. LANGDALE
- Jegla DE
- Keller B
- Knox JP
- Koornneef M.
- Lamprecht H.
- Lang X
- Langdale JA
- Langdale JA
- Langdale JA
- Langdale JA
- Leyser HMO
- Li H
- Li Y
- Lin C
- Lin Q
- Lindstrom EW
- LISA N. HALL
- Lloyd AM
- Lu YK
- Lyndon RF
- Lyndon RF
- Marshall E.
- Martienssen RA
- Martinez-Zapater JM
- Marx GA
- Meinhardt H.
- Miles CD
- Miles D.
- Miles FC
- Moore Bd
- Neuffer MG
- Newton KJ
- Newton KJ
- Oelmuller R.
- Pennell HJ
- Poethig RS
- Poethig RS
- Poethig RS
- Poethig RS
- Poethig S.
- Pogna NE
- Pooviah BW
- Pyke K
- Pyke KA
- Pyke KA
- Redei GP
- Rerie WG
- Richards FJ
- Robbins WJ
- Roberts DB
- Romano CP
- Roussell DL
- Satina S
- Sattler R.
- Schuster G
- Schwabe WW
- Sharman BC
- Shumway LK
- Simpson P.
- Smith LG
- Smith LG
- Smith LG
- Snow M
- Snow M
- Snow M
- Snow M
- Steeves TA
- Subramanian AR
- Sung Z
- Sylvester AW
- Ueno O
- Veen AH
- Waites R
- Wardlaw CW
- Willmer C
- Wiren N
- Young GS
- Young JPW
- Zhang H
- Publication venue
- 'Wiley'
- Publication date
- Field of study
Blüten- und Fruchtbildung. — Flower and fruit formation
- Author
- A Bajer
- A Batalin
- A Bocchi
- A Brunel
- A Calvert
- A Gandrieau
- A Gandrieau
- A Girard
- A Hecht
- A Kagawa
- A Kobayashi
- A Kovoor
- A Kovoor
- A Kovoor
- A Lance
- A Lance
- A Lang
- A Lang
- A Lang
- A Lang
- A Lang
- A Lang
- A Lang
- A Lang
- A Lang
- A Lang
- A Lang
- A Lang
- A Lang
- A Love
- A Mccomb
- A Millardet
- A Nygren
- A Place
- A Place
- A Potapenko
- A Rich
- A Rosenberghein
- A Shakhov
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takimoto
- A Takriomo
- A Tschirch
- A Uillaume
- AA Aginyan
- AA Avakyan
- AA Avakyan
- AAL Rutgers
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Hulme
- AC Leopold
- AC Leopold
- AC Leopold
- AC Leopold
- AC Leopold
- AC Leopold
- AC Leopold
- AC Leopold
- AC Leopold
- AD Crowe
- AD Hibbard
- AE Murneek
- AE Murneek
- AE Murneek
- AE Murneek
- AE Murneek
- AE Murneer
- AF Blakeslee
- AF Faull
- AF Kleshnin
- AF Younls
- AH Allard
- AH Blaauw
- AH Lange
- AH Lange
- AH Sparrow
- AH Sparrow
- AHG Rijven
- AHG Rijven
- AHG Rijven
- AHG Rijven
- AHG Rijven
- AHG Rijven
- AJ Haagensmit
- AJ Heinicke
- AJ Linck
- AJ Linck
- AJ Linck
- AJ Linck
- AJ Linck
- AJ Vlitos
- AK Efeixin
- AK Efeixin
- AK Efeixin
- AK Efeixin
- AK Fedorov
- AK Khudairi
- AK Khudairi
- AK Khudairi
- AL Bacharach
- AL Havxs
- AM Akkerman
- AM Hartsema
- AM Tabby
- AM Zenker
- AO Klein
- AP Wrrarow
- AP Wrrhrow
- AR Carargal
- AS Kruzhilzn
- AS Kruzhilzn
- AS Kruzhilzn
- AS Kruzhilzn
- AS Kruzhilzn
- AS Rodriguespereira
- AS Rodriguespereira
- ASF Ash
- AW Galston
- AW Galston
- AW Here
- AW Naylor
- AW Naylor
- B Gyorffy
- B Mcclintock
- B Mcclintock
- B Mcclintock
- B Mcclintock
- B Schwemmle
- B Schwemmle
- B Sen
- B Sen
- B Solomon
- B Vazart
- BA.Ldev
- BB Stowe
- BB Stowe
- BCR Sarhar
- BE Clark
- BE Cross
- BE Struckmeyer
- BEAUCsESNE G.
- BG Coombe
- BG Coombe
- BG Cumming
- BH Carpenter
- BO Phinney
- BO Phinney
- BS Mosnxov
- BV Kvasnikov
- C Arnal
- C Arnal
- C Campbell
- C Chandler
- C Correns
- C Coster
- C Franco
- C Franco
- C Gardella
- C Gerber
- C Guichard
- C Guichard
- C Kunrai
- C Markert
- C Sosabourdouil
- C Sosabourdouil
- C Sosabourdouil
- C Sosabourdouil
- C Sosabourdouil
- C Sterling
- C Weurman
- C Yampolsky
- C-C Mathon
- C-C Mathon
- C-C Mathon
- C-C Mathon
- C-C Mathon
- C-C Mathon
- C-C Matron
- CA Gouwentar
- CA Price
- CA Rebeiz
- CA Schroeder
- CA Schroeder
- CA Schroeder
- CA Schroeder
- CA Schroeder
- CA Schroeder
- CA West
- CD Larue
- CD Larue
- CE Henrickson
- CE Peterson
- CG Arnold
- CG Guttridge
- CG Guttridge
- CH Arndt
- CH Connors
- CH Wang
- CJB Thor
- CL Withner
- CL Withner
- CM Franco
- CO Miller
- CO Miller
- CP Swanson
- CROUAEtD P.
- CROUAEtD P.
- CS Bisson
- CS Lu
- CT Redemann
- CW Wardlaw
- CY Wong
- CYA Kraevoj
- D Bommer
- D Bommer
- D Bradbury
- D Davis
- D Denffer
- D Hess
- D Hess
- D Hess
- D Hess
- D Hess
- D Hess
- D Hess
- D Kohler
- D Lewis
- D Paris
- D Thoday
- D Vince
- D Zeeuw
- DA Downslim
- DA Sabinin
- DC Cooper
- DDE Zeeuw
- DDE Zeeuw
- DDE Zeeuw
- DDE Zeeuw
- DG Anderson
- DH Turner
- DJ Carr
- DJ Carr
- DJ Carr
- DJ Carr
- DJ Carr
- DJ Osborne
- DJ Osborne
- DJ Osborne
- DJC Friend
- DL Mayfield
- DM Paton
- DN Duvick
- DN Duvick
- DoAK B. W.
- DP Gowrng
- DS Letham
- DS Letham
- DV Denffer
- DW Albert
- DY Perkins
- E Baur
- E Carano
- E Galun
- E Galun
- E Galun
- E Galun
- E Gerhard
- E Hannig
- E Kemmer
- E Kunn
- E Libbert
- E Libbert
- E Luke
- E Malinowsni
- E Marre
- E Marre
- E Marre
- E Marre
- E Marre
- E Marre
- E Marre
- E Marre
- E Marre
- E Marre
- E Njoku
- E Njoku
- E Peynaud
- E Peynaud
- E Peynaud
- E Running
- E Running
- E Running
- E Running
- E Running
- E Schulze
- E Stedman
- E Strasburger
- E Strasburger
- E Strasburger
- E. J. Elhinnawy
- EA Cockefair
- EA Crosby
- EA Stably
- EB Gifford
- EB Gifford
- EC Wassink
- EF Anet
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- EOC Hyde
- ER Roux
- ES Deoman
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- EV Bobko
- EW Sinnott
- EW Sinnott
- EW Sinnott
- EW Sinnott
- EW Weston
- F Cuslcx
- F Cuslcx
- F Damato
- F Fagerlind
- F Gessner
- F Grossin
- F Hildebrand
- F Irreverre
- F Jacob
- F Kidd
- F Kidd
- F Laibace
- F Laibach
- F Laibach
- F Laibach
- F Laibach
- F Laibach
- F Laibach
- F Laibach
- F Laibach
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Lona
- F Noll
- F Oeiilkers
- F Resende
- F Resende
- F Resende
- F Resende
- F Resende
- F Resende
- F Resende
- F Resende
- F Resende
- F Skoog
- F Skoog
- F-C Czygan
- FAF Went
- FAF Went
- FAF Went
- FB Laforge
- FB Salisbury
- FB Salisbury
- FB Salisbury
- FB Salisbury
- FB Salisbury
- FB Salisbury
- FB Salisbury
- FB Salisbury
- FC Steward
- FC Steward
- FC Steward
- FC Steward
- FC Steward
- FD Richey
- FE Euler
- FE Gardner
- FE Gardner
- FG Dennis
- FG Gregory
- FG Gregory
- FG Gustafson
- FG Gustafson
- FG Gustafson
- FG Gustafson
- FG Gustafson
- FG Gustafson
- FG Gustafson
- FG Gustafson
- FG Sandret
- FG Teubner
- FG Teubner
- FH Schwarzenbach
- FHC Crick
- FJ Kribben
- FJ Mehanix
- FL Naylor
- FM Eaton
- FP Gardner
- FS Howlett
- FT Addicott
- FT Bowman
- FW Owen
- FW Went
- G Abolina
- G Abolina
- G Alleweldt
- G Bqrgstrom
- G Camus
- G Ducet
- G Floren
- G Gassner
- G Gentcheff
- G Hostermann
- G Johnson
- G Klebs
- G Krotkov
- G Lopriore
- G Mangenot
- G Meijer
- G Melchers
- G Melchers
- G Melchers
- G Melchers
- G Melchers
- G Melchers
- G Melchers
- G Minerei
- G Petrosini
- G Redei
- G Satyanarayana
- G Valdeyron
- G Vitte
- G Zanoni
- G Zubay
- G. M. Curry
- GA Taux
- Gaskrrr. J. O.
- Gaskrrr. J. O.
- GC Whiting
- GJM Vander-Kerb
- GL Funke
- GM Psarev
- GR Matuxuin
- GW Todd
- GWR Walker
- H Belval
- H Borriss
- H Class
- H Dermen
- H Fitting
- H Fredericq
- H Hansel
- H Harada
- H Harada
- H Harada
- H Harada
- H Harada
- H Harada
- H Harada
- H Hassbargen
- H Hellmers
- H Ito
- H Ito
- H Ito
- H Kaldewey
- H Kende
- H Kojima
- H Kojima
- H Kojima
- H Kojima
- H Kurth
- H Lewis
- H Mohr
- H Mullerthurgau
- H Scarborough
- H Schander
- H Schmalz
- H Schmalz
- H Schmalz
- H Schroder
- H Sigmond
- H Sigmond
- H Sodng
- H Tauber
- H Vocbrring
- H Waris
- H Weinland
- H Winkler
- H Winkler
- H Zieriacks
- HA Allard
- HA Borthwick
- HA Borthwick
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- ID Raacke
- ID Raacke
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- in yarovizing the embryos of wheat seeds without endosperm. C. R. (Dokl.) Acad
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- K Verkeerk
- K Watanabe
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- K-D Dano
- K-W Tan
- KA Clendennino
- KA Longman
- KC Hamner
- KC Hamner
- KC Hamner
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- KC Hamner
- KC Hamner
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- KD Brase
- KGM Shene
- KK Nanda
- KK Nanda
- KK Pandey
- KL Jones
- KN Seshagiriah
- KR Stino
- KS Wilson
- KV Thmiann
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- LH Weinstein
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- Libbert
- Linnaeus (Linne) C.
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- LR Fnncir
- LT Evans
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- L’azione dell’acido gibberellicc sull’ accrescimento caulinare di talune piante erbacee in condizioni esterne controllate
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- MAH Tincker
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- Nasatir. M., A. M. Bryan and A. Bake
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- The effect of photoperiodic régime on vernalization of winter wheat
- The influence of leaves and the root system on flower-bud differentiation and growth of seedlings of biennial plants. [Russ.] Dokl
- TR Alexander
- TS Foster
- TV Olejnikova
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- U Clever
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- V Gregoire
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- vThe second report on the behavior of the pollen tubes in the production of seedless fruits caused by interspecific pollination. Jap
- W Engelmann
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- W Haurt
- W Haurt
- W Haurt
- W Heinze
- W Junges
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- W Rauh
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- W Stone
- Walur.Abe E.
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- WC Cooper
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- WE Martin
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- WG Rosen
- WH Camp
- WH Gbaggs
- WH Powers
- WH Schopfer
- WH Smith
- WJ Lord
- WK Purves
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- WL Woodburn
- WM Bayliss
- WN Dannenburo
- WO Griesel
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- WS Hillman
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- Y Hotta
- Y Hotta
- Y Iwanami
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- Y Tsukamoto
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- Y Tsukamoto
- Z Kasai
- ZM Shvedskaya
- Publication venue
- 'Springer Science and Business Media LLC'
- Publication date
- 01/01/1965
- Field of study