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subject:"Strategic management"
~isPartOf:"Arbeitspapier / Forschungsgruppe Konsum und Verhalten"
~isPartOf:"Arbeitspapiere / Institut für Marketing, European Business School"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"Journal of retailing"
~subject:"Consumer behaviour"
~subject:"Werbepsychologie"
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Strategic management
Consumer behaviour
Werbepsychologie
Verkauf
134
Selling
133
Salespeople
83
Verkaufspersonal
83
B-to-B-Marketing
59
Business-to-business marketing
59
Beziehungsmarketing
40
Lieferantenmanagement
40
Relationship marketing
40
Supplier relationship management
40
Sales
21
Sales performance
20
Konsumentenverhalten
16
Marketing management
14
Marketingmanagement
14
Social Web
13
Social web
13
Erfolgsfaktor
12
Sales management
12
Success factor
12
Customer value
11
Kundenwert
11
Marketing
10
Absatz
9
Betriebliche Wertschöpfung
9
Internet marketing
9
Online-Marketing
9
Value creation
9
Value-based selling
9
Performance measurement
8
Performance-Messung
8
Personal selling
7
Physical distribution
7
Social media
7
Vertrieb
7
Adaptive selling
6
Customer satisfaction
6
Digitalisierung
6
Digitization
6
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Undetermined
14
Free
1
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Article
18
Book / Working Paper
2
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Article in journal
18
Aufsatz in Zeitschrift
18
Graue Literatur
2
Non-commercial literature
2
Arbeitspapier
1
Collection of articles of several authors
1
Sammelwerk
1
Working Paper
1
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English
18
German
2
Author
All
Bush, Alan J.
3
Moncrief, William C.
3
Haas, Alexander
2
Shannahan, Kirby L. J.
2
Shannahan, Rachelle J.
2
Aarikka-Stenroos, Leena
1
Babakus, Emin
1
Blessing, Gerald
1
Bruhn, Manfred
1
Cox, David
1
DeCarlo, Thomas E.
1
Eggert, Andreas
1
Grewal, Dhruv
1
Grönroos, Christian
1
Hansen, John D.
1
He, Yongfu
1
Jha, Subhash
1
Johnson, Jeff S.
1
Keeling, Debbie Isobel
1
Kenning, Peter
1
Keränen, Joona
1
Koponen, Jonna
1
Meiseberg, Brinja
1
Metsola, Jaakko
1
Möller, K. E. Kristian
1
Natter, Martin
1
Nordfält, Jens
1
Oakley, Jared
1
Oppewal, Harmen
1
Paesbrugghe, Bert
1
Parvinen, Petri
1
Pieringer, Eva C.
1
Rangarajan, Deva
1
Roggeveen, Anne L.
1
Ruokolainen, Jari
1
Ruyter, Ko de
1
Salin, Lotta
1
Sharma, Arun
1
Sherrell, Daniel
1
Sohi, Ravipreet S.
1
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Published in...
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Arbeitspapier / Forschungsgruppe Konsum und Verhalten
Arbeitspapiere / Institut für Marketing, European Business School
Industrial marketing management : the international journal for industrial and high-tech firms
Journal of retailing
The journal of personal selling & sales management : JPSSM
11
Journal of retailing and consumer services
8
Journal of the Academy of Marketing Science
8
Journal of strategic marketing
6
Journal of personal selling & sales management
5
The journal of business & industrial marketing
5
Information systems research : ISR
4
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
4
Journal of business research : JBR
4
Journal of marketing
4
Asia Pacific journal of marketing and logistics
3
Europäische Hochschulschriften / 5
3
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
3
Psychology & marketing
3
The Oxford handbook of strategic sales and sales management
3
Die Praxis des Verkaufs : Vertriebssteuerung, Pre-Sales, Sales, Key-Account-Management
2
Discussion papers / CEPR
2
European journal of marketing
2
Gabler Research / Unternehmensführung und Marketing
2
International journal of industrial organization
2
International journal of logistics : research and applications
2
International journal of retail & distribution management
2
Journal of business-to-business marketing
2
Journal of consumer research : JCR ; an interdisciplinary bimonthly
2
Journal of interactive marketing : a quarterly publication from the Direct Marketing Educational Foundation
2
Journal of marketing education : JME
2
Marketing : ZFP ; journal of research and management
2
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
2
Omega : the international journal of management science
2
Production and operations management : an international journal of the Production and Operations Management Society
2
Production and operations management : the flagship research journal of the Production and Operations Management Society
2
Strategic sales and strategic marketing
2
A TarcherPerigee book
1
Analytical modeling research in fashion business
1
Asian journal of management cases
1
Asian journal of management science and applications : AJMSA
1
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Source
All
ECONIS (ZBW)
20
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1
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10
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20
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1
Video-based sales interaction in cross-cultural B2B relationships : potential (un)desired consequences
Koponen, Jonna
;
Metsola, Jaakko
;
Salin, Lotta
; …
- In:
Industrial marketing management : the international …
119
(
2024
),
pp. 238-251
Persistent link: https://www.econbiz.de/10014555774
Saved in:
2
Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions
DeCarlo, Thomas E.
;
Hansen, John D.
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 35-44
Persistent link: https://www.econbiz.de/10013259003
Saved in:
3
Agency problems in solution selling : how customer perceptions of opportunism and customer characteristics impede their acceptance of outcome-based pricing
Pieringer, Eva C.
;
Totzek, Dirk
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 279-291
Persistent link: https://www.econbiz.de/10014226513
Saved in:
4
The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople
Oakley, Jared
;
Bush, Alan J.
;
Moncrief, William C.
; …
- In:
Industrial marketing management : the international …
92
(
2021
),
pp. 190-201
Persistent link: https://www.econbiz.de/10012491015
Saved in:
5
Deliberate learning as a strategic mechanism in enabling channel partner sales performance
Keeling, Debbie Isobel
;
Cox, David
;
Ruyter, Ko de
- In:
Industrial marketing management : the international …
90
(
2020
),
pp. 113-123
Persistent link: https://www.econbiz.de/10012321920
Saved in:
6
Do mystery shoppers really predict customer satisfaction and sales performance?
Blessing, Gerald
;
Natter, Martin
- In:
Journal of retailing
95
(
2019
)
3
,
pp. 47-62
Persistent link: https://www.econbiz.de/10012130005
Saved in:
7
See how much we've sold already! : effects of displaying sales and stock level information on consumers' online product choices
He, Yongfu
;
Oppewal, Harmen
- In:
Journal of retailing
94
(
2018
)
1
,
pp. 45-57
Persistent link: https://www.econbiz.de/10011833443
Saved in:
8
How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.
;
Bush, Alan J.
;
Shannahan, Kirby …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 36-50
Persistent link: https://www.econbiz.de/10011707050
Saved in:
9
Getting business-to-business salespeople to implement strategies associated with introducing new products and services
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 137-149
Persistent link: https://www.econbiz.de/10011707097
Saved in:
10
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Sharma, Arun
; …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
Saved in:
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