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~isPartOf:"Harvard business review : HBR"
~isPartOf:"International journal of research in marketing : IJRM ; official journal of the European Marketing Academy"
~isPartOf:"Journal of business-to-business marketing"
~isPartOf:"Journal of personal selling & sales management"
~subject:"Verkauf"
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Search: subject_exact:"B-to-B-Markenführung"
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Verkauf
B-to-B-Marketing
169
Business-to-business marketing
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Lieferantenmanagement
90
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90
industrial marketing
56
business marketing
54
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Adamson, Brent
3
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Harvard business review : HBR
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
Journal of business-to-business marketing
Journal of personal selling & sales management
Industrial marketing management : the international journal for industrial and high-tech firms
59
The journal of business & industrial marketing
20
Journal of business research : JBR
15
Journal of marketing
6
Journal of the Academy of Marketing Science
6
The journal of personal selling & sales management : JPSSM
6
SpringerLink / Bücher
5
Business horizons
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
3
essentials
3
Asia Pacific journal of marketing and logistics
2
Business Guides on the Go
2
European business review
2
European journal of marketing
2
European research on management and business economics
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Harvard-Business-Manager : das Wissen der Besten
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International business review : the official journal of the European International Business Academy
2
International journal of logistics : research and applications
2
Italian journal of marketing : ITJM
2
Journal of personal selling & sales management : JPSSM
2
Journal of research in marketing and entrepreneurship : JRME
2
Journal of retailing and consumer services
2
Journal of strategic marketing
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Springer eBook Collection / Business and Economics
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Australasian marketing journal
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De Gruyter eBook-Paket Wirtschaftswissenschaften
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Essentials
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European business review : EBR ; the official journal of the International Management Centres, Europe
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Fertigungstechnik - Erlangen
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Führung von Vertriebsorganisationen : Strategie - Koordination - Umsetzung
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Gabler Edition Wissenschaft / Kundenmanagement & Electronic Commerce
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ECONIS (ZBW)
28
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1
Developing a digital maturity model for the sales processes of industrial projects
Voß, Marleen
;
Jaspert, David
;
Ahlfeld, Christian
; …
- In:
Journal of personal selling & sales management
44
(
2024
)
1
,
pp. 7-28
Persistent link: https://www.econbiz.de/10014515160
Saved in:
2
Benefits, discounts, features, and value as communication foci in selling : exploring concepts, drivers, and outcomes
Klarmann, Martin
;
Wouters, Marc
- In:
Journal of personal selling & sales management
43
(
2023
)
1
,
pp. 46-64
Persistent link: https://www.econbiz.de/10014293059
Saved in:
3
B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils
;
Rodríguez, Rocío
;
Svensson, Göran
; …
- In:
Journal of business-to-business marketing
28
(
2021
)
3
,
pp. 265-281
Persistent link: https://www.econbiz.de/10012802187
Saved in:
4
How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
3
,
pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
Saved in:
5
Value-based selling capability : antecedents and implications for B2B sales performance
Liu, Yanzhe
;
Zhao, Xiaoyu
;
Wang, Tao
- In:
Journal of business-to-business marketing
30
(
2023
)
4
,
pp. 395-418
Persistent link: https://www.econbiz.de/10014447809
Saved in:
6
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
7
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
8
Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research
Bonney, Leff
;
Beeler, Lisa
;
Chaker, Nawar N.
- In:
Journal of personal selling & sales management
42
(
2022
)
4
,
pp. 339-357
Persistent link: https://www.econbiz.de/10013484575
Saved in:
9
A measurement model of the dimensions and types of informal organizational control : an empirical test in a B2B sales context
Malek, Stacey L.
;
Sarin, Shikhar
;
Jaworski, Bernard J.
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
2
,
pp. 415-442
Persistent link: https://www.econbiz.de/10013271759
Saved in:
10
The big spaces in sales negotiation research
Boyer, Stefanie L.
;
Jap, Sandy D.
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 181-192
Persistent link: https://www.econbiz.de/10013361679
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