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subject:"Strategic management"
~person:"Abed, Ghazaleh Moghareh"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~person:"Terho, Harri"
~subject:"Electronic Commerce"
~subject:"Selling"
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Strategic management
Electronic Commerce
Selling
Verkauf
38
Salespeople
14
Verkaufspersonal
14
B-to-B-Marketing
12
Business-to-business marketing
12
Marketing management
10
Marketingmanagement
10
Strategisches Management
10
Beziehungsmarketing
9
Relationship marketing
9
Sales
5
Marketing
4
Customer value
3
Emotion
3
Großbritannien
3
Kundenwert
3
Lieferantenmanagement
3
Performance measurement
3
Performance-Messung
3
Stress
3
Supplier relationship management
3
United Kingdom
3
Value-based selling
3
Work stress
3
grit
3
Arbeitsleistung
2
B2B
2
Betriebliche Wertschöpfung
2
Direktmarketing
2
Economic crisis
2
Internet marketing
2
Job performance
2
MOA framework
2
Measurement development
2
Online-Marketing
2
Sales strategy
2
Social Web
2
Social media
2
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Online availability
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Undetermined
16
Free
3
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Article
30
Book / Working Paper
5
Type of publication (narrower categories)
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Article in journal
22
Aufsatz in Zeitschrift
22
Aufsatz im Buch
8
Book section
8
Case study
1
Fallstudie
1
Reprint
1
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Language
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English
26
German
9
Author
All
Abed, Ghazaleh Moghareh
Abhishek, Vibhanshu
Belz, Christian
Matthews, Lucy M.
Piercy, Nigel
Terho, Harri
Marshall, Greg W.
21
Agnihotri, Raj
20
Ahearne, Michael
19
Alavi, Sascha
16
Habel, Johannes
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
Guenzi, Paolo
13
Lane, Nikala
13
Rapp, Adam
13
Schiffman, Stephan
13
Svensson, Göran
13
Wieseke, Jan
13
Friend, Scott B.
12
Homburg, Christian
12
Johnston, Mark W.
12
Moncrief, William C.
12
Rangarajan, Deva
12
Sharma, Arun
12
Bush, Alan J.
11
Hughes, Douglas E.
11
Panagopoulos, Nikolaos G.
11
Plouffe, Christopher R.
11
Zoltners, Andris A.
11
Albers, Sönke
10
Ingram, Thomas N.
10
Tanner, John F.
10
Bolander, Willy
9
Cron, William L.
9
Futrell, Charles M.
9
Haas, Alexander
9
Jaramillo, Fernando
9
Lorimer, Sally E.
9
Malshe, Avinash
9
Sinha, Prabhakant
9
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Institution
All
Fachverlag für Wirtschafts- und Steuerrecht Schäffer <Stuttgart>
2
Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
8
Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
4
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
2
Journal of personal selling & sales management : JPSSM
2
Business strategy series
1
Customer Management : Vertriebs- und Servicekonzepte der Zukunft
1
European business review : EBR ; the official journal of the International Management Centres, Europe
1
Innovationen im Kundendialog : reales Kundenverhalten und reales Marketing
1
Journal of business market management : JBM
1
Journal of business-to-business marketing
1
Journal of marketing theory and practice
1
Journal of strategic marketing
1
Journal of the Academy of Marketing Science
1
MIT sloan management review
1
Strategic sales and strategic marketing
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
Verkaufen nach der Krise : vertriebliche Erfolgspotenziale der Zukunft nutzen - Strategien und Tipps aus Forschung, Beratung und Praxis
1
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Source
All
ECONIS (ZBW)
35
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1
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35
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1
Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri
;
Salonen, Anna
;
Yrjänen, Meri
- In:
The journal of business & industrial marketing
38
(
2023
)
2
,
pp. 337-352
Persistent link: https://www.econbiz.de/10013539269
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
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:
4
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:
5
Three ways to sell value in B2B markets
Keränen, Joona
;
Terho, Harri
;
Saurama, Antti
- In:
MIT sloan management review
62
(
2021
)
1
,
pp. 64-70
Persistent link: https://www.econbiz.de/10012643333
Saved in:
6
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:
7
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:
8
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:
9
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:
10
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
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