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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~language:"est"
~person:"Ulaga, Wolfgang"
~type:"article"
~type_genre:"Article in journal"
~type_genre:"Conference Paper"
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Ulaga, Wolfgang
Lindgreen, Adam
50
Di Benedetto, C. Anthony
45
Henneberg, Stephan
40
Naudé, Peter
40
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26
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Industrial marketing management : the international journal for industrial and high-tech firms
AMS review : official publication of the Academy of Marketing Science
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Journal of Inter-Organizational Relationships
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ECONIS (ZBW)
11
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1
Subscription offers in business-to-business markets : conceptualization, taxonomy, and framework for growth
Kowalkowski, Christian
;
Ulaga, Wolfgang
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 440-456
Persistent link: https://www.econbiz.de/10014531643
Saved in:
2
Driving or driven by others? : a dynamic perspective on how data-driven start-ups strategize across different network roles in digitalized business networks
Mosch, Philipp
;
Winkler, Corinna
;
Eggert, Curd-Georg
; …
- In:
Industrial marketing management : the international …
102
(
2022
),
pp. 381-402
Persistent link: https://www.econbiz.de/10013259108
Saved in:
3
Conceptualizing and communicating value in business markets : from value in exchange to value in use
Eggert, Andreas
;
Ulaga, Wolfgang
;
Frow, Pennie
;
Payne, …
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 80-90
Persistent link: https://www.econbiz.de/10011822306
Saved in:
4
The role of a solutions salesperson : reducing uncertainty and fostering adaptiveness
Ulaga, Wolfgang
;
Kohli, Ajay Kumar
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 161-168
Persistent link: https://www.econbiz.de/10011822564
Saved in:
5
Selling value in business markets : individual and organizational factors for turning the idea into action
Terho, Harri
;
Eggert, Andreas
;
Ulaga, Wolfgang
;
Haas, …
- In:
Industrial marketing management : the international …
66
(
2017
),
pp. 42-55
Persistent link: https://www.econbiz.de/10011775966
Saved in:
6
How sales strategy translates into performance : the role of salesperson customer orientation and value-based selling
Terho, Harri
;
Eggert, Andreas
;
Haas, Alexander
;
Ulaga, …
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 12-21
Persistent link: https://www.econbiz.de/10010530587
Saved in:
7
Transitioning from product to service-led growth in manufacturing firms : emergent challenges in selecting and managing the industrial sales force
Ulaga, Wolfgang
;
Loveland, James M.
- In:
Industrial marketing management : the international …
43
(
2014
)
1
,
pp. 113-125
Persistent link: https://www.econbiz.de/10010359368
Saved in:
8
"It's almost like taking the sales out of selling" : towards a conceptualization of value-based selling in business markets
Terho, Harri
;
Haas, Alexander
;
Eggert, Andreas
;
Ulaga, …
- In:
Industrial marketing management : the international …
41
(
2012
)
1
,
pp. 174-185
Persistent link: https://www.econbiz.de/10009513191
Saved in:
9
Industrial services, product innovations, and firm profitability : a multiple-group latent growth curve analysis
Eggert, Andreas
;
Hogreve, Jens
;
Ulaga, Wolfgang
; …
- In:
Industrial marketing management : the international …
40
(
2011
)
5
,
pp. 661-670
Persistent link: https://www.econbiz.de/10009273128
Saved in:
10
Managing customer share in key supplier relationships
Eggert, Andreas
;
Ulaga, Wolfgang
- In:
Industrial marketing management : the international …
39
(
2010
)
8
,
pp. 1346-1355
Persistent link: https://www.econbiz.de/10008807117
Saved in:
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