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subject:"Strategic management"
~accessRights:"restricted"
~person:"Abed, Ghazaleh Moghareh"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Dingus, Rebecca"
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~person:"Pullins, Ellen"
~person:"Terho, Harri"
~subject:"Electronic Commerce"
~subject:"Kundenwert"
~subject:"Salespeople"
~subject:"Selling"
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Strategic management
Electronic Commerce
Kundenwert
Salespeople
Selling
Verkauf
31
Verkaufspersonal
21
B-to-B-Marketing
16
Business-to-business marketing
16
Beziehungsmarketing
9
Relationship marketing
9
Sales
8
Lieferantenmanagement
7
Supplier relationship management
7
Social Web
6
Social web
6
Social media
5
Absatz
3
B2B
3
Betriebliche Wertschöpfung
3
Customer satisfaction
3
Customer value
3
Emotion
3
Internet marketing
3
Kundenzufriedenheit
3
Online-Marketing
3
Strategisches Management
3
Stress
3
Value creation
3
Work stress
3
grit
3
Digitalisierung
2
Digitization
2
E-commerce
2
Forecast
2
Forecasting
2
Forecasting model
2
Learning organization
2
Lernende Organisation
2
MOA framework
2
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3
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Article
31
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Article in journal
28
Aufsatz in Zeitschrift
28
Aufsatz im Buch
3
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3
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English
28
German
3
Author
All
Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Dingus, Rebecca
Matthews, Lucy M.
Piercy, Nigel
Pullins, Ellen
Terho, Harri
Agnihotri, Raj
15
Alavi, Sascha
12
Rangarajan, Deva
12
Johnson, Jeff S.
11
Habel, Johannes
9
Hughes, Douglas E.
9
Sharma, Arun
9
Friend, Scott B.
8
Lee, Nick
8
Schmitz, Christian
8
Ahearne, Michael
7
Bolander, Willy
7
Marshall, Greg W.
7
Rapp, Adam
7
Svensson, Göran
7
Badrinarayanan, Vishag
6
Bush, Alan J.
6
Dugan, Riley
6
Good, Valerie
6
Guenzi, Paolo
6
Hochstein, Bryan
6
Itani, Omar S.
6
Kadic-Maglajlic, Selma
6
Moncrief, William C.
6
Paesbrugghe, Bert
6
Plouffe, Christopher R.
6
Syam, Niladri
6
Wieseke, Jan
6
Borgh, Michel van der
5
Chaker, Nawar N.
5
Claro, Danny Pimentel
5
Corsaro, Daniela
5
Hartmann, Nathaniel N.
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
10
Journal of personal selling & sales management : JPSSM
6
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
3
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
2
Journal of marketing theory and practice
2
Business horizons
1
International business review : the official journal of the European International Business Academy
1
Journal of business-to-business marketing
1
Journal of marketing analytics : JMA
1
Journal of marketing education : JME
1
Journal of the Academy of Marketing Science
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
31
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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
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
3
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:
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
Persisting changes in sales due to global pandemic challenges
Good, Valerie
;
Pullins, Ellen
;
Rouziou, Maria
- In:
Journal of personal selling & sales management : JPSSM
42
(
2022
)
4
,
pp. 317-323
Persistent link: https://www.econbiz.de/10013484572
Saved in:
6
The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs
Fraccastoro, Sara
;
Gabrielsson, Mika
;
Pullins, Ellen
- In:
International business review : the official journal of …
30
(
2021
)
4
,
pp. 1-15
Persistent link: https://www.econbiz.de/10012595815
Saved in:
7
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:
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
Attracting students to sales positions : the case of effective salesperson recruitment ads
Deeter-Schmelz, Dawn R.
;
Dixon, Andrea L.
;
Erffmeyer, …
- In:
Journal of marketing education : JME
42
(
2020
)
2
,
pp. 170-190
Persistent link: https://www.econbiz.de/10012265744
Saved in:
10
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
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