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subject:"Strategic management"
~accessRights:"restricted"
~person:"Abed, Ghazaleh Moghareh"
~person:"Belz, Christian"
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~person:"Terho, Harri"
~source:"econis"
~subject:"Electronic Commerce"
~subject:"Emotion"
~subject:"Kundenwert"
~subject:"Selling"
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Strategic management
Electronic Commerce
Emotion
Kundenwert
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
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
Measurement development
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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English
13
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3
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Abed, Ghazaleh Moghareh
Belz, Christian
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
Hochstein, Bryan
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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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)
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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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