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subject:"Strategic management"
~accessRights:"restricted"
~person:"Abed, Ghazaleh Moghareh"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~person:"Rangarajan, Deva"
~person:"Terho, Harri"
~subject:"Electronic Commerce"
~subject:"Kundenwert"
~subject:"Selling"
~subject:"Work stress"
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Subject
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Strategic management
Electronic Commerce
Kundenwert
Selling
Work stress
Verkauf
28
Salespeople
20
Verkaufspersonal
20
B-to-B-Marketing
15
Business-to-business marketing
15
Beziehungsmarketing
6
Lieferantenmanagement
6
Relationship marketing
6
Sales
6
Supplier relationship management
6
Sales management
5
B2B
3
Beschaffung
3
Betriebliche Wertschöpfung
3
Consumer behaviour
3
Customer value
3
Emotion
3
Konsumentenverhalten
3
Procurement
3
Sales enablement
3
Social Web
3
Social web
3
Strategisches Management
3
Stress
3
Value creation
3
grit
3
Buyer-seller relationship
2
Internet marketing
2
MOA framework
2
Marketing management
2
Marketingmanagement
2
Measurement development
2
Online-Marketing
2
Organisatorischer Wandel
2
Organizational change
2
Performance measurement
2
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3
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28
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25
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25
Aufsatz im Buch
3
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3
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English
25
German
3
Author
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Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Matthews, Lucy M.
Piercy, Nigel
Rangarajan, Deva
Terho, Harri
Agnihotri, Raj
15
Alavi, Sascha
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
Dingus, Rebecca
5
Guenzi, Paolo
5
Hartmann, Nathaniel N.
5
Høgevold, Nils M.
5
Keränen, Joona
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
Journal of personal selling & sales management
5
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
3
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
2
The journal of business & industrial marketing
2
Business horizons
1
European journal of marketing
1
Journal of business-to-business marketing
1
Journal of marketing theory and practice
1
Journal of personal selling & sales management : JPSSM
1
Journal of the Academy of Marketing Science
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
28
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1
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10
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28
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date (oldest first)
1
AI in sales : Laying the foundations for future research
McClure, Colleen E.
;
Epler, Rhett T.
;
Schmitt, Laurianne
; …
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
2
,
pp. 108-127
Persistent link: https://www.econbiz.de/10014575056
Saved in:
2
To be or not to be : a review of the (un)ethical salespeople literature
Anand, Amitabh
;
Bowen, Melanie
;
Rangarajan, Deva
- In:
The journal of business & industrial marketing
38
(
2023
)
9
,
pp. 1837-1851
Persistent link: https://www.econbiz.de/10014333358
Saved in:
3
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:
4
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.
;
Badrinarayanan, Vishag
;
Rangarajan, Deva
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
Saved in:
5
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
6
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:
7
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:
8
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:
9
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Giovannetti, Marta
;
Sharma, Arun
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 433-449
Persistent link: https://www.econbiz.de/10014230725
Saved in:
10
Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva
;
Sharma, Arun
;
Lyngdoh, Teidorlang
; …
- In:
Business horizons
64
(
2021
)
5
,
pp. 647-658
Persistent link: https://www.econbiz.de/10012990356
Saved in:
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