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source:"base"
~person:"Hochstein, Bryan"
~person:"Maggioni, Isabella"
~person:"Parvinen, Petri"
~source:"econis"
~subject:"Lieferantenmanagement"
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Lieferantenmanagement
Salespeople
21
Verkaufspersonal
21
Selling
12
Verkauf
12
B-to-B-Marketing
8
Beziehungsmarketing
8
Business-to-business marketing
8
Relationship marketing
8
Sales
8
Supplier relationship management
8
Consumer behaviour
6
Konsumentenverhalten
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B2B
3
Customer satisfaction
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Kundenzufriedenheit
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Sales performance
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Absatz
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Beschaffung
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Betriebliche Wertschöpfung
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Business network
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Business relationships
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Customer service
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Erfolgsfaktor
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Marketing management
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Marketing theory
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Marketingmanagement
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Marketingtheorie
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Organisatorischer Wandel
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Organizational change
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Performance measurement
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Performance-Messung
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Physical distribution
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Procurement
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Sales management
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Hochstein, Bryan
Maggioni, Isabella
Parvinen, Petri
Svensson, Göran
8
Rodríguez, Rocío
7
Bush, Alan J.
6
Pullins, Ellen
6
Høgevold, Nils M.
5
Hughes, Douglas E.
4
Rangarajan, Deva
4
Schwepker, Charles H. <Jr.>
4
Agnihotri, Raj
3
Corsaro, Daniela
3
Good, Megan C.
3
Hansen, John D.
3
Homburg, Christian
3
Huang, Ying
3
Høgevold, Nils
3
Kaschek, Bernhard
3
Mangus, Stephanie M.
3
Moncrief, William C.
3
Otero-Neira, Carmen
3
Richards, Keith A.
3
Roberts-Lombard, Mornay
3
Román, Sergio
3
Rutherford, Brian N.
3
Singh, Ramendra
3
Sridhar, Shrihari
3
Ulaga, Wolfgang
3
Babakus, Emin
2
Baker, Thomas L.
2
Barksdale, Hiram C.
2
Baumgarth, Carsten
2
Binckebanck, Lars
2
Boles, James S.
2
Calantone, Roger J.
2
DeCarlo, Thomas E.
2
Dubinsky, Alan J.
2
Flaherty, Karen E.
2
Folse, Judith Anne Garretson
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Industrial marketing management : the international journal for industrial and high-tech firms
2
The journal of business & industrial marketing
2
Italian journal of marketing : ITJM
1
Journal of business research : JBR
1
Journal of personal selling & sales management
1
Marketing theory
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ECONIS (ZBW)
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1
Sales transformation : conceptual domain and dimensions
Corsaro, Daniela
;
Maggioni, Isabella
- In:
The journal of business & industrial marketing
37
(
2022
)
3
,
pp. 686-703
Persistent link: https://www.econbiz.de/10013165209
Saved in:
2
The transformation of selling for value co-creation : antecedents and boundary conditions
Corsaro, Daniela
;
Maggioni, Isabella
- In:
Marketing theory
22
(
2022
)
4
,
pp. 563-600
Persistent link: https://www.econbiz.de/10013435581
Saved in:
3
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
4
Managing the sales transformation process in B2B : between human and digital
Corsaro, Daniela
;
Maggioni, Isabella
- In:
Italian journal of marketing : ITJM
2021
(
2021
)
1/2
,
pp. 25-56
Persistent link: https://www.econbiz.de/10012583869
Saved in:
5
Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi
;
Parvinen, Petri
;
Martens, Jonas
- In:
Journal of business research : JBR
126
(
2021
),
pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
Saved in:
6
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
7
Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
Saved in:
8
Effective implementation of relationship orientation in new product launches
Matikainen, Minna
;
Terho, Harri
;
Matikainen, Esa
; …
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 35-46
Persistent link: https://www.econbiz.de/10010530582
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