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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~person:"Backhaus, Klaus"
~person:"Büschken, Joachim"
~person:"Jacob, Frank"
~person:"Rangarajan, Deva"
~person:"Svensson, Göran"
~person:"Terho, Harri"
~person:"Ulaga, Wolfgang"
~person:"Woodside, Arch G."
~subject:"Arbeitsleistung"
~subject:"B-to-B-Marketing"
~subject:"Business-to-business marketing"
~subject:"Innovation management"
~subject:"Konsumentenverhalten"
~subject:"Relationship marketing"
~subject:"Sales management"
~subject:"Theorie"
~type_genre:"Article in journal"
~type_genre:"Aufsatz im Buch"
~type_genre:"Aufsatz in Zeitschrift"
~type_genre:"Konferenzschrift"
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Arbeitsleistung
B-to-B-Marketing
Business-to-business marketing
Innovation management
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Relationship marketing
Sales management
Theorie
Lieferantenmanagement
15
Supplier relationship management
15
Selling
10
Verkauf
10
Salespeople
8
Verkaufspersonal
8
Beziehungsmarketing
7
Customer value
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Kundenwert
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Bundling strategy
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Leistungsbündel
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Marketing management
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Marketingmanagement
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Betriebliche Wertschöpfung
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Value creation
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B2B
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Beschaffung
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Consumer behaviour
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Internet marketing
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Marketing theory
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Online-Marketing
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MOA framework
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25
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Backhaus, Klaus
Büschken, Joachim
Jacob, Frank
Rangarajan, Deva
Svensson, Göran
Terho, Harri
Ulaga, Wolfgang
Woodside, Arch G.
Lindgreen, Adam
17
Naudé, Peter
17
Henneberg, Stephan
15
Di Benedetto, C. Anthony
11
Sharma, Arun
11
Christodoulides, George
8
Cova, Bernard
8
Keränen, Joona
8
Agnihotri, Raj
7
Casidy, Riza
7
Kleinaltenkamp, Michael
6
Möller, K. E. Kristian
6
Ritter, Thomas
6
Beverland, Michael B.
5
Eggert, Andreas
5
Johnston, Wesley J.
5
La Rocca, Antonella
5
Mohan, Mayoor
5
Mouzas, Stefanos
5
Snehota, Ivan
5
Yan, Ruiliang
5
Aarikka-Stenroos, Leena
4
Andersen, Poul Houman
4
Brown, Brian P.
4
Iyer, Gopalkrishnan R.
4
Jalkala, Anne
4
Kowalkowski, Christian
4
LaPlaca, Peter J.
4
Markovic, Stefan
4
Matthyssens, Paul
4
Mora Cortez, Roberto
4
Nyadzayo, Munyaradzi W.
4
O'Cass, Aron
4
Ruyter, Ko de
4
Salonen, Anna
4
Swani, Kunal
4
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of business-to-business marketing
6
The journal of business & industrial marketing
5
Journal of the Academy of Marketing Science
3
Die Betriebswirtschaft : DBW
2
European business review
2
European research on management and business economics
2
International journal of procurement management
2
Journal of relationship marketing : innovations and enhancements for customer service, relations, and satisfaction
2
Journal of service research
2
AMS review : official publication of the Academy of Marketing Science
1
African journal of economic and management studies : AJEMS
1
Business horizons
1
Business relationship management and marketing
1
Business-to-business marketing management : strategies, cases and solutions
1
Die Kausalanalyse : ein Instrument der empirischen betriebswirtschaftlichen Forschung
1
Electronic markets : the international journal on networked business
1
Entrepreneurial Marketing : Besonderheiten, Aufgaben und Lösungsansätze für Gründungsunternehmen
1
Entwicklungen des Investitionsgütermarketing
1
European journal of marketing
1
Field guide to case study research in business-to-business marketing and purchasing
1
Fundamentals of business-to-business marketing
1
Handbook of business-to-business marketing
1
Innovationen für das Industriegütermarketing : Festschrift für Professor Dr. Dr. h. c. Klaus Backhaus zum 60. Geburtstag
1
International journal of business and globalisation : IJBG
1
International journal of business excellence
1
International journal of business excellence : IJBEX
1
International journal of business governance and ethics : IJBGE
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of contemporary marketing science
1
Journal of marketing
1
Journal of organizational change management
1
Journal of personal selling & sales management
1
MIT sloan management review
1
Marktleistung und Wettbewerb : strategische und operative Perspektiven der marktorientierten Leistungsgestaltung; Werner H. Engelhardt zum 65. Geburtstag
1
Marktorientierte Unternehmensführung im Umbruch : Effizienz und Flexibilität als Herausforderungen des Marketing
1
Probleme und Trends in der Marketing-Forschung : Festschrift für Professor Dr. Peter Hammann zum 60. Geburtstag
1
Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung : ZfbF
1
South African journal of business management
1
Springer eBook Collection / Business and Economics
1
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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
The role of ethics in business-to-business marketing : an exploratory review and research agenda
Anand, Amitabh
;
Bowen, Melanie
;
Spivack, April J.
; …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 421-438
Persistent link: https://www.econbiz.de/10014455290
Saved in:
3
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:
4
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
5
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:
6
Examining supplier, buyer, and customer triads : the critical role of conflict in interaction processes and product/service innovations
Fletcher-Chen, Chavi Chi-Yun
;
Sharma, Arun
;
Rangarajan, Deva
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 337-352
Persistent link: https://www.econbiz.de/10014230619
Saved in:
7
Social media in B2B sales : why and when does salesperson social media usage affect salesperson performance?
Bowen, Melanie
;
Lai-Bennejean, Christine
;
Haas, Alexander
; …
- In:
Industrial marketing management : the international …
96
(
2021
),
pp. 166-182
Persistent link: https://www.econbiz.de/10013194594
Saved in:
8
Will a supplier's origin make a difference to its business customers?
Jacob, Frank
;
Schätzle, Sarah
- In:
Industrial marketing management : the international …
87
(
2020
),
pp. 196-207
Persistent link: https://www.econbiz.de/10012285155
Saved in:
9
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:
10
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
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