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subject:"Strategic management"
~person:"Abhishek, Vibhanshu"
~person:"Belz, Christian"
~person:"Dingus, Rebecca"
~person:"Matthews, Lucy M."
~person:"Piercy, Nigel"
~person:"Terho, Harri"
~subject:"Electronic Commerce"
~subject:"Kundenwert"
~subject:"Selling"
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Strategic management
Electronic Commerce
Kundenwert
Selling
Verkauf
42
Salespeople
18
Verkaufspersonal
18
B-to-B-Marketing
16
Business-to-business marketing
16
Beziehungsmarketing
10
Marketing management
10
Marketingmanagement
10
Relationship marketing
10
Strategisches Management
9
Sales
8
Social Web
5
Social web
5
Lieferantenmanagement
4
Marketing
4
Social media
4
Supplier relationship management
4
Absatz
3
B2B
3
Betriebliche Wertschöpfung
3
Customer value
3
Emotion
3
Großbritannien
3
Performance measurement
3
Performance-Messung
3
Stress
3
United Kingdom
3
Value creation
3
Value-based selling
3
Work stress
3
grit
3
Arbeitsleistung
2
Customer satisfaction
2
Direktmarketing
2
Economic crisis
2
Forecast
2
Forecasting
2
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Undetermined
21
Free
3
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Article
34
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5
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Article in journal
26
Aufsatz in Zeitschrift
26
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8
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8
Case study
1
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Language
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English
30
German
9
Author
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Abhishek, Vibhanshu
Belz, Christian
Dingus, Rebecca
Matthews, Lucy M.
Piercy, Nigel
Terho, Harri
Agnihotri, Raj
20
Marshall, Greg W.
20
Ahearne, Michael
18
Alavi, Sascha
16
Johnson, Jeff S.
16
Lee, Nick
15
Madhani, Pankaj M.
14
Pullins, Ellen
14
Schmitz, Christian
14
Habel, Johannes
13
Lane, Nikala
13
Schiffman, Stephan
13
Svensson, Göran
13
Wieseke, Jan
13
Friend, Scott B.
12
Guenzi, Paolo
12
Homburg, Christian
12
Johnston, Mark W.
12
Moncrief, William C.
12
Rangarajan, Deva
12
Rapp, Adam
12
Sharma, Arun
12
Hughes, Douglas E.
11
Panagopoulos, Nikolaos G.
11
Zoltners, Andris A.
11
Albers, Sönke
10
Bush, Alan J.
10
Plouffe, Christopher R.
10
Tanner, John F.
10
Bolander, Willy
9
Cron, William L.
9
Futrell, Charles M.
9
Haas, Alexander
9
Ingram, Thomas N.
9
Lorimer, Sally E.
9
Malshe, Avinash
9
Sinha, Prabhakant
9
Badrinarayanan, Vishag
8
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Institution
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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
11
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
2
Business horizons
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 analytics : JMA
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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ECONIS (ZBW)
39
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39
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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
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
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:
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
Systematik des Verkaufsmanagements
Belz, Christian
- In:
Führung von Vertriebsorganisationen : Strategie - …
,
(pp. 35-49)
.
2020
Persistent link: https://www.econbiz.de/10012253012
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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