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subject:"Strategic management"
~accessRights:"restricted"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Dingus, Rebecca"
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~person:"Svensson, Göran"
~person:"Terho, Harri"
~subject:"Electronic Commerce"
~subject:"Kundenwert"
~subject:"Selling"
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Subject
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Strategic management
Electronic Commerce
Kundenwert
Selling
Verkauf
28
B-to-B-Marketing
19
Business-to-business marketing
19
Salespeople
19
Verkaufspersonal
19
Beziehungsmarketing
11
Relationship marketing
11
Lieferantenmanagement
9
Sales
9
Supplier relationship management
9
Customer satisfaction
6
Kundenzufriedenheit
6
Performance measurement
5
Performance-Messung
5
Social Web
5
Social web
5
Arbeitsleistung
4
Job performance
4
Social media
4
Arbeitszufriedenheit
3
B2B
3
Betriebliche Wertschöpfung
3
Customer value
3
Emotion
3
Job satisfaction
3
Strategisches Management
3
Stress
3
Value creation
3
Work stress
3
grit
3
Absatz
2
Adaptiveness
2
Commitment
2
Confidence
2
Economic satisfaction
2
Forecast
2
Forecasting
2
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8
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28
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25
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25
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3
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3
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English
25
German
3
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Abhishek, Vibhanshu
Belz, Christian
Dingus, Rebecca
Matthews, Lucy M.
Piercy, Nigel
Svensson, Göran
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
Marshall, Greg W.
7
Rapp, Adam
7
Badrinarayanan, Vishag
6
Bush, Alan J.
6
Dugan, Riley
6
Good, Valerie
6
Guenzi, Paolo
6
Hochstein, Bryan
6
Itani, Omar S.
6
Kadic-Maglajlic, Selma
6
Moncrief, William C.
6
Paesbrugghe, Bert
6
Plouffe, Christopher R.
6
Syam, Niladri
6
Wieseke, Jan
6
Borgh, Michel van der
5
Chaker, Nawar N.
5
Claro, Danny Pimentel
5
Corsaro, Daniela
5
Hartmann, Nathaniel N.
5
Høgevold, Nils M.
5
Jaramillo, Fernando
5
Keränen, Joona
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
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
2
Journal of personal selling & sales management : JPSSM
2
The journal of business & industrial marketing
2
Business horizons
1
European business review
1
International journal of business excellence : IJBEX
1
International journal of procurement management
1
Journal of business-to-business marketing
1
Journal of contemporary marketing science
1
Journal of marketing analytics : JMA
1
Journal of marketing theory and practice
1
Journal of organizational change management
1
Journal of the Academy of Marketing Science
1
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ECONIS (ZBW)
28
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1
Salespeople's sales performance skills in B2B of services firms : a cross-industrial study
Høgevold, Nils
;
Rodríguez, Rocío
;
Svensson, Göran
; …
- In:
European business review
36
(
2024
)
2
,
pp. 201-224
Persistent link: https://www.econbiz.de/10014513321
Saved in:
2
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:
3
The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships
Ferro-Soto, Carlos
;
Padin, Carmen
;
Svensson, Göran
; …
- In:
The journal of business & industrial marketing
38
(
2023
)
1
,
pp. 235-251
Persistent link: https://www.econbiz.de/10013539060
Saved in:
4
The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach
Rodríguez, Rocío
;
Høgevold, Nils M.
;
Otero-Neira, Carmen
- In:
Journal of organizational change management
36
(
2023
)
1
,
pp. 64-85
Persistent link: https://www.econbiz.de/10014280492
Saved in:
5
A nomological framework of antecedents and postcedents to satisfaction in purchase and sales business relationships
Guan, Jyh-Liang
;
Lee, Tzong-ru
;
Mostert, Pierre
; …
- In:
Journal of contemporary marketing science
6
(
2023
)
1
,
pp. 46-63
Persistent link: https://www.econbiz.de/10014301512
Saved in:
6
A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rodríguez, Rocío
;
Høgevold, Nils
;
Otero-Neira, Carmen
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
1
,
pp. 180-194
Persistent link: https://www.econbiz.de/10012797127
Saved in:
7
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:
8
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:
9
META-RELQUAL in business relationships : a sales perspective
Høgevold, Nils M.
;
Svensson, Göran
;
Mostert, Pierre
; …
- In:
International journal of business excellence : IJBEX
23
(
2021
)
4
,
pp. 472-497
Persistent link: https://www.econbiz.de/10012514080
Saved in:
10
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:
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