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subject:"Strategic management"
~accessRights:"restricted"
~person:"Abed, Ghazaleh Moghareh"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Borgh, Michel van der"
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~person:"Terho, Harri"
~subject:"Electronic Commerce"
~subject:"Selling"
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Strategic management
Electronic Commerce
Selling
Verkauf
21
B-to-B-Marketing
12
Business-to-business marketing
12
Salespeople
12
Verkaufspersonal
12
Sales
5
Beziehungsmarketing
4
Relationship marketing
4
Customer value
3
Emotion
3
Kundenwert
3
Lieferantenmanagement
3
Strategisches Management
3
Stress
3
Supplier relationship management
3
Value-based selling
3
Work stress
3
grit
3
B2B
2
Betriebliche Wertschöpfung
2
Business-to-business
2
Internet marketing
2
MOA framework
2
Marketing management
2
Marketingmanagement
2
Measurement development
2
Online-Marketing
2
Performance measurement
2
Performance-Messung
2
Sales management
2
Social Web
2
Social media
2
Social selling
2
Social web
2
Solution selling
2
Value creation
2
emotional exhaustion
2
solution selling
2
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3
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Article
21
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18
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18
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3
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3
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English
18
German
3
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Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Borgh, Michel van der
Matthews, Lucy M.
Piercy, Nigel
Terho, Harri
Agnihotri, Raj
15
Alavi, Sascha
12
Habel, Johannes
12
Rangarajan, Deva
12
Johnson, Jeff S.
11
Pullins, Ellen
10
Hughes, Douglas E.
9
Sharma, Arun
9
Friend, Scott B.
8
Hartmann, Nathaniel N.
8
Lee, Nick
8
Rapp, Adam
8
Schmitz, Christian
8
Ahearne, Michael
7
Bolander, Willy
7
Chaker, Nawar N.
7
Hochstein, Bryan
7
Marshall, Greg W.
7
Plouffe, Christopher R.
7
Svensson, Göran
7
Badrinarayanan, Vishag
6
Bush, Alan J.
6
Dugan, Riley
6
Good, Valerie
6
Guenzi, Paolo
6
Itani, Omar S.
6
Kadic-Maglajlic, Selma
6
Moncrief, William C.
6
Paesbrugghe, Bert
6
Syam, Niladri
6
Wieseke, Jan
6
Claro, Danny Pimentel
5
Corsaro, Daniela
5
Dingus, Rebecca
5
Høgevold, Nils M.
5
Jaramillo, Fernando
5
Keränen, Joona
5
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
9
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
3
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
2
Journal of personal selling & sales management : JPSSM
2
Journal of the Academy of Marketing Science
2
Journal of business-to-business marketing
1
Journal of marketing
1
Journal of marketing theory and practice
1
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All
ECONIS (ZBW)
21
Showing
1
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10
of
21
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1
Influencing students into sales careers through a speed selling event
Matthews, Lucy M.
;
Edmondson, Diane R.
- In:
Journal of global scholars of marketing science : …
33
(
2023
)
2
,
pp. 231-247
Persistent link: https://www.econbiz.de/10014251316
Saved in:
2
Measuring B2B social selling : key activities, antecedents and performance outcomes
Terho, Harri
;
Giovannetti, Marta
;
Cardinali, Silvio
- In:
Industrial marketing management : the international …
101
(
2022
),
pp. 208-222
Persistent link: https://www.econbiz.de/10013197771
Saved in:
3
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
4
The role of grit and emotional exhaustion in the selling process
Matthews, Lucy M.
;
Edmondson, Diane R.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 239-246
Persistent link: https://www.econbiz.de/10013417374
Saved in:
5
Dealing with privacy concerns in product-service system selling : value-based selling as fair treatment practice
Nijssen, E. J.
;
Borgh, Michel van der
;
Totzek, Dirk
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 60-71
Persistent link: https://www.econbiz.de/10013494036
Saved in:
6
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
Saved in:
7
Identifying, analyzing, and finding solutions to the sales lead black hole : a design science approach
Borgh, Michel van der
;
Xu, Juan
;
Sikkenk, Marin
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 136-151
Persistent link: https://www.econbiz.de/10012285344
Saved in:
8
Opportunities for value-based selling in an economic crisis : managerial insights from a firm boundary theory
Keränen, Joona
;
Salonen, Anna
;
Terho, Harri
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 389-395
Persistent link: https://www.econbiz.de/10012285377
Saved in:
9
Cross-Selling überwindet Distanz
Belz, Christian
;
Lee, You-Cheong
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 125-145)
.
2020
Persistent link: https://www.econbiz.de/10012253265
Saved in:
10
Sales Excellence Development : Sparten- und länderübergreifende Verkaufsentwicklung
Belz, Christian
;
Lee, You-Cheong
;
Huckemann, Matthias
; …
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 337-354)
.
2020
Persistent link: https://www.econbiz.de/10012254013
Saved in:
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