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subject:"Strategic management"
~accessRights:"restricted"
~person:"Abed, Ghazaleh Moghareh"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Dingus, Rebecca"
~person:"Piercy, Nigel"
~person:"Terho, Harri"
~subject:"Electronic Commerce"
~subject:"Kundenwert"
~subject:"Selling"
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Strategic management
Electronic Commerce
Kundenwert
Selling
Verkauf
16
B-to-B-Marketing
11
Business-to-business marketing
11
Salespeople
10
Verkaufspersonal
10
Beziehungsmarketing
5
Relationship marketing
5
Sales
5
Social Web
5
Social web
5
Social media
4
B2B
3
Betriebliche Wertschöpfung
3
Customer value
3
Lieferantenmanagement
3
Strategisches Management
3
Supplier relationship management
3
Value creation
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
Prognose
2
Prognoseverfahren
2
Sales management
2
Social selling
2
Value-based selling
2
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16
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13
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13
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3
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3
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English
13
German
3
Author
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Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Dingus, Rebecca
Piercy, Nigel
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
Bolander, Willy
7
Rapp, Adam
7
Svensson, Göran
7
Ahearne, Michael
6
Badrinarayanan, Vishag
6
Dugan, Riley
6
Good, Valerie
6
Hochstein, Bryan
6
Itani, Omar S.
6
Kadic-Maglajlic, Selma
6
Marshall, Greg W.
6
Moncrief, William C.
6
Paesbrugghe, Bert
6
Plouffe, Christopher R.
6
Syam, Niladri
6
Wieseke, Jan
6
Borgh, Michel van der
5
Bush, Alan J.
5
Chaker, Nawar N.
5
Claro, Danny Pimentel
5
Corsaro, Daniela
5
Guenzi, Paolo
5
Hartmann, Nathaniel N.
5
Høgevold, Nils M.
5
Keränen, Joona
5
Matthews, Lucy M.
5
Micevski, Milena
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
Business horizons
1
Journal of marketing analytics : JMA
1
Journal of personal selling & sales management
1
Journal of the Academy of Marketing Science
1
Source
All
ECONIS (ZBW)
16
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1
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10
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16
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1
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:
2
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:
3
Systematik des Verkaufsmanagements
Belz, Christian
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 35-49)
.
2020
Persistent link: https://www.econbiz.de/10012253012
Saved in:
4
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:
5
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:
6
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:
7
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:
8
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:
9
Drivers and outcomes of salespersons' value opportunity recognition competence in solution selling
Böhm, Eva
;
Eggert, Andreas
;
Terho, Harri
;
Ulaga, Wolfgang
- In:
Journal of personal selling & sales management
40
(
2020
)
3
,
pp. 180-197
Persistent link: https://www.econbiz.de/10012313072
Saved in:
10
Advancing social media driven sales research : establishing conceptual foundations for B-to-B social selling
Ancillai, Chiara
;
Terho, Harri
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 293-308
Persistent link: https://www.econbiz.de/10012128082
Saved in:
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