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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:"Terho, Harri"
~subject:"Electronic Commerce"
~subject:"Kundenwert"
~subject:"Selling"
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Strategic management
Electronic Commerce
Kundenwert
Selling
Verkauf
21
Salespeople
14
Verkaufspersonal
14
B-to-B-Marketing
12
Business-to-business marketing
12
Sales
7
Beziehungsmarketing
5
Relationship marketing
5
Social Web
5
Social web
5
Social media
4
B2B
3
Betriebliche Wertschöpfung
3
Customer value
3
Emotion
3
Lieferantenmanagement
3
Strategisches Management
3
Stress
3
Supplier relationship management
3
Value creation
3
Work stress
3
grit
3
Absatz
2
Customer satisfaction
2
Forecast
2
Forecasting
2
Forecasting model
2
Internet marketing
2
Kundenzufriedenheit
2
MOA framework
2
Marketing management
2
Marketingmanagement
2
Measurement development
2
Online-Marketing
2
Performance measurement
2
Performance-Messung
2
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Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Dingus, Rebecca
Matthews, Lucy M.
Terho, Harri
Agnihotri, Raj
15
Alavi, Sascha
12
Rangarajan, Deva
12
Johnson, Jeff S.
11
Pullins, Ellen
10
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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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
Business horizons
1
Journal of business-to-business marketing
1
Journal of marketing analytics : JMA
1
Journal of marketing theory and practice
1
Journal of the Academy of Marketing Science
1
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ECONIS (ZBW)
21
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1
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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
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:
4
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:
5
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:
6
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:
7
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:
8
Overcoming emotional exhaustion in a sales setting
Matthews, Lucy M.
;
Edmondson, Diane R.
- In:
Journal of global scholars of marketing science : …
30
(
2020
)
3
,
pp. 229-239
Persistent link: https://www.econbiz.de/10012257940
Saved in:
9
An exploration of sales forecasting : sales manager and salesperson perspectives
Hoyle, Jeffrey A.
;
Dingus, Rebecca
;
Wilson, J. Holton
- In:
Journal of marketing analytics : JMA
8
(
2020
)
3
,
pp. 127-136
Persistent link: https://www.econbiz.de/10012296868
Saved in:
10
Women count : perceptions of forecasting in sales
Wilson, J. Holton
;
Dingus, Rebecca
;
Hoyle, Jeffrey
- In:
Business horizons
63
(
2020
)
5
,
pp. 637-646
Persistent link: https://www.econbiz.de/10012301447
Saved in:
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