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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:"Terho, Harri"
~subject:"Electronic Commerce"
~subject:"Measurement development"
~subject:"Selling"
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Strategic management
Electronic Commerce
Measurement development
Selling
Verkauf
16
Salespeople
9
Verkaufspersonal
9
B-to-B-Marketing
8
Business-to-business marketing
8
Beziehungsmarketing
4
Relationship marketing
4
Sales
4
Customer value
3
Emotion
3
Kundenwert
3
Strategisches Management
3
Stress
3
Work stress
3
grit
3
B2B
2
Betriebliche Wertschöpfung
2
Internet marketing
2
Lieferantenmanagement
2
MOA framework
2
Marketing management
2
Marketingmanagement
2
Online-Marketing
2
Performance measurement
2
Performance-Messung
2
Social Web
2
Social media
2
Social selling
2
Social web
2
Supplier relationship management
2
Value creation
2
Value-based selling
2
emotional exhaustion
2
Arbeitsleistung
1
Burnout
1
Career development
1
Constructive research approach
1
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3
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Article
16
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13
Aufsatz in Zeitschrift
13
Aufsatz im Buch
3
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3
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English
13
German
3
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Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Matthews, Lucy M.
Piercy, Nigel
Terho, Harri
Agnihotri, Raj
15
Alavi, Sascha
12
Habel, Johannes
12
Rangarajan, Deva
12
Johnson, Jeff S.
11
Pullins, Ellen
10
Hughes, Douglas E.
9
Sharma, Arun
9
Friend, Scott B.
8
Hartmann, Nathaniel N.
8
Lee, Nick
8
Rapp, Adam
8
Schmitz, Christian
8
Ahearne, Michael
7
Bolander, Willy
7
Chaker, Nawar N.
7
Hochstein, Bryan
7
Marshall, Greg W.
7
Plouffe, Christopher R.
7
Svensson, Göran
7
Badrinarayanan, Vishag
6
Bush, Alan J.
6
Dugan, Riley
6
Good, Valerie
6
Guenzi, Paolo
6
Itani, Omar S.
6
Kadic-Maglajlic, Selma
6
Moncrief, William C.
6
Paesbrugghe, Bert
6
Syam, Niladri
6
Wieseke, Jan
6
Borgh, Michel van der
5
Claro, Danny Pimentel
5
Corsaro, Daniela
5
Dingus, Rebecca
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
6
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
Journal of business-to-business marketing
1
Journal of marketing theory and practice
1
Journal of the Academy of Marketing Science
1
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ECONIS (ZBW)
16
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1
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10
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16
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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
Systematik des Verkaufsmanagements
Belz, Christian
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 35-49)
.
2020
Persistent link: https://www.econbiz.de/10012253012
Saved in:
10
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 : JPSSM
40
(
2020
)
3
,
pp. 180-197
Persistent link: https://www.econbiz.de/10012313072
Saved in:
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