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subject:"Strategic management"
~accessRights:"restricted"
~person:"Abed, Ghazaleh Moghareh"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Hochstein, Bryan"
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~person:"Terho, Harri"
~source:"econis"
~subject:"Electronic Commerce"
~subject:"Kundenwert"
~subject:"Selling"
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Strategic management
Electronic Commerce
Kundenwert
Selling
Verkauf
22
Salespeople
15
Verkaufspersonal
15
B-to-B-Marketing
10
Business-to-business marketing
10
Sales
7
Beziehungsmarketing
5
Relationship marketing
5
Lieferantenmanagement
4
Supplier relationship management
4
Customer value
3
Emotion
3
Strategisches Management
3
Stress
3
Work stress
3
grit
3
B2B
2
Beschaffung
2
Betriebliche Wertschöpfung
2
Consumer behaviour
2
Internet marketing
2
Konsumentenverhalten
2
MOA framework
2
Marketing management
2
Marketingmanagement
2
Measurement development
2
Online-Marketing
2
Performance measurement
2
Performance-Messung
2
Portfolio selection
2
Portfolio-Management
2
Procurement
2
Sales management
2
Social Web
2
Social media
2
Social selling
2
Social web
2
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3
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Article
22
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19
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19
Aufsatz im Buch
3
Book section
3
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English
19
German
3
Author
All
Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Hochstein, Bryan
Matthews, Lucy M.
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
Ahearne, Michael
7
Bolander, Willy
7
Rapp, Adam
7
Svensson, Göran
7
Badrinarayanan, Vishag
6
Dugan, Riley
6
Good, Valerie
6
Itani, Omar S.
6
Kadic-Maglajlic, Selma
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
Dingus, Rebecca
5
Guenzi, Paolo
5
Hartmann, Nathaniel N.
5
Høgevold, Nils M.
5
Keränen, Joona
5
Marshall, Greg W.
5
Micevski, Milena
5
Moncrief, William C.
5
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Published in...
All
Industrial marketing management : the international journal for industrial and high-tech firms
8
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
3
Journal of personal selling & sales management : JPSSM
3
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
2
Journal of the Academy of Marketing Science
2
Journal of business research : JBR
1
Journal of business-to-business marketing
1
Journal of marketing theory and practice
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
Showing
1
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10
of
22
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date (newest first)
date (oldest first)
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
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:
5
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:
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 : JPSSM
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
7
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
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
Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance
Liu, Yongmei
;
Hochstein, Bryan
;
Bolander, Willy
; …
- In:
Journal of business research : JBR
117
(
2020
),
pp. 176-188
Persistent link: https://www.econbiz.de/10012285563
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
Saved in:
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