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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~person:"Cheng, T. C. E."
~person:"Terho, Harri"
~person:"Tsionas, Efthymios G."
~type:"article"
~type_genre:"Arbeitspapier"
~type_genre:"Article in journal"
~type_genre:"Conference proceedings"
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B-to-B-Marketing
9
Business-to-business marketing
9
Beziehungsmarketing
8
Relationship marketing
8
Marketing management
7
Marketingmanagement
7
Selling
7
Verkauf
7
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5
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4
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Arbeitspapier
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15
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English
Author
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Cheng, T. C. E.
Terho, Harri
Tsionas, Efthymios G.
Lindgreen, Adam
50
Di Benedetto, C. Anthony
45
Henneberg, Stephan
40
Naudé, Peter
40
Ivens, Björn Sven
26
Pardo, Catherine
24
Möller, K. E. Kristian
21
Sharma, Arun
20
Zaefarian, Ghasem
19
Mouzas, Stefanos
18
Eggert, Andreas
17
Johnston, Wesley J.
17
Kleinaltenkamp, Michael
17
Kohtamäki, Marko
17
Keränen, Joona
16
Purchase, Sharon
16
Storbacka, Kaj
16
Aarikka-Stenroos, Leena
15
Kowalkowski, Christian
15
Matthyssens, Paul
15
Snehota, Ivan
15
Agnihotri, Raj
14
Cova, Bernard
14
LaPlaca, Peter J.
14
O'Cass, Aron
14
Ritter, Thomas
14
Öberg, Christina
14
Andersen, Poul Houman
13
Baraldi, Enrico
13
Ford, David
13
Gebauer, Heiko
13
La Rocca, Antonella
13
Brodie, Roderick J.
12
Medlin, Christopher J.
12
Nenonen, Suvi
12
Araujo, Luis
11
Jaakkola, Elina
11
Plouffe, Christopher R.
11
Ulaga, Wolfgang
11
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Industrial marketing management : the international journal for industrial and high-tech firms
International journal of production economics
105
European journal of operational research : EJOR
89
International journal of production research
32
Computers & operations research : and their applications to problems of world concern ; an international journal
24
Transportation research / E : an international journal
22
Omega : the international journal of management science
17
Tourism management : research, policies, practice
14
Journal of econometrics
13
Economic modelling
11
Economics letters
11
International journal of hospitality management
9
International journal of shipping and transport logistics : IJSTL
9
Journal of banking & finance
9
IEEE transactions on engineering management : EM
8
Journal of scheduling
8
Journal of the Operational Research Society
7
Journal of the Operational Research Society : OR
7
Empirical economics : a journal of the Institute for Advanced Studies, Vienna, Austria
6
Empirical economics : a quarterly journal of the Institute for Advanced Studies
6
Journal of business research : JBR
6
Journal of policy modeling : JPMOD ; a social science forum of world issues
6
Journal of travel research : a quarterly publication of the Travel and Tourism Research Association
6
Operations research letters
6
Energy economics
5
Journal of applied econometrics
5
Journal of operations management
5
Regional studies
5
Applied economics
4
Computational economics
4
Econometric reviews
4
International journal of finance & economics : IJFE
4
International journal of logistics : research and applications
4
Journal of economic dynamics & control
4
Journal of international financial markets, institutions & money
4
Applied economics letters
3
Decision sciences
3
International transactions in operational research : a journal of the International Federation of Operational Research Societies
3
Journal of engineering and technology management : JET-M
3
Journal of financial stability
3
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ECONIS (ZBW)
15
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15
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1
B2B customer journeys : conceptualization and an integrative framework
Purmonen, Arttu
;
Jaakkola, Elina
;
Terho, Harri
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 74-87
Persistent link: https://www.econbiz.de/10014433603
Saved in:
2
Gain-sharing in performance-based contracting : how risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement
Keränen, Joona
;
Kienzler, Mario
;
Salonen, Anna
;
Terho, …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 172-184
Persistent link: https://www.econbiz.de/10014454886
Saved in:
3
Digital content marketing in business markets : activities, consequences, and contingencies along the customer journey
Terho, Harri
;
Mero, Joel
;
Siutla, Lotta
;
Jaakkola, Elina
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 294-310
Persistent link: https://www.econbiz.de/10013494024
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
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:
6
Sourcing green makes green : evidence from the BRICs
Wong, Christina W. Y.
;
Lai, Kee-hung
;
Pang, Yu
;
Lee, …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 426-436
Persistent link: https://www.econbiz.de/10012285383
Saved in:
7
Advancing social media driven sales research : establishing conceptual foundations for B-to-B social selling
Ancillai, Chiara
;
Terho, Harri
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 293-308
Persistent link: https://www.econbiz.de/10012128082
Saved in:
8
Customer reference marketing : conceptualization, measurement and link to selling performance
Terho, Harri
;
Jalkala, Anne
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 175-186
Persistent link: https://www.econbiz.de/10011738522
Saved in:
9
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:
10
Outward-looking and future-oriented customer value potential management : the sales force value appropriation role
Balboni, Bernardo
;
Terho, Harri
- In:
Industrial marketing management : the international …
53
(
2016
),
pp. 181-193
Persistent link: https://www.econbiz.de/10011448275
Saved in:
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