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~isPartOf:"Journal of marketing"
~isPartOf:"Journal of personal selling & sales management"
~subject:"Business-to-business marketing"
~subject:"Innovation"
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Search: subject_exact:"Industrial marketing"
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Business-to-business marketing
Innovation
B-to-B-Marketing
44
Lieferantenmanagement
19
Supplier relationship management
19
Salespeople
17
Verkaufspersonal
17
Selling
15
Verkauf
15
Beziehungsmarketing
14
Relationship marketing
14
business-to-business marketing
11
Customer value
6
Kundenwert
6
Consumer behaviour
5
Konsumentenverhalten
5
Market segmentation
5
Marketing management
5
Marketingmanagement
5
Marktsegmentierung
5
Portfolio selection
5
Portfolio-Management
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Digitalisierung
4
Digitization
4
sales management
4
E-commerce
3
Electronic Commerce
3
Negotiations
3
Verhandlungen
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personal selling
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Agency theory
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B2B
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B2B sales
2
Beschaffung
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Bundling strategy
2
Business network
2
Corporate culture
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Customer acquisition
2
Erfolgsfaktor
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44
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1
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44
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Grewal, Rajdeep
6
Bolton, Ruth N.
4
Homburg, Christian
4
Hutt, Michael D.
4
Lilien, Gary L.
4
Tarasi, Crina O.
4
Walker, Beth A.
4
Schmitz, Christian
3
Alavi, Sascha
2
Billett, Matthew T.
2
Bornemann, Torsten
2
Chakravarty, Anindita
2
Good, Valerie
2
Habel, Johannes
2
Hahn, Alexander
2
Hughes, Douglas E.
2
Lam, Son K.
2
Selnes, Fred
2
Sridhar, Shrihari
2
Ahearne, Michael
1
Ahlfeld, Christian
1
Anderson, Erin
1
Antia, Kersi D.
1
Arnold, Todd
1
Astvansh, Vivek
1
Beeler, Lisa
1
Bolander, Willy
1
Bongers, Franziska M.
1
Bonney, Leff
1
Borgh, Michel van der
1
Boyd, D. Eric
1
Boyer, Stefanie L.
1
Chaker, Nawar N.
1
Chatterjee, Sharmila C.
1
Colm, Laura
1
Coughlan, Anne T.
1
Crecelius, Andrew T.
1
Cron, William L.
1
Dant, Rajiv P.
1
Dotzel, Thomas
1
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Published in...
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Journal of marketing
Journal of personal selling & sales management
Industrial marketing management : the international journal for industrial and high-tech firms
609
The journal of business & industrial marketing
235
Journal of business-to-business marketing
128
Journal of business research : JBR
100
SpringerLink / Bücher
67
Handbook of business-to-business marketing
35
Springer eBook Collection
28
B-to-B-Markenführung : Grundlagen, Konzepte, Best Practice
27
Research
23
Journal of the Academy of Marketing Science
19
The journal of personal selling & sales management : JPSSM
19
Gabler Edition Wissenschaft
18
Harvard-Business-Manager : das Wissen der Besten
18
Business-to-Business-Kommunikation : neue Entwicklungen im B-to-B-Marketing
17
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
17
Marketing intelligence & planning
16
Harvard business review : HBR
15
Innovation in pricing : contemporary theories and best practices
15
Investitionsgüter- und High-Tech-Marketing (ITM) : erprobte Instrumentarien, Erfolgsbeispiele, Problemlösungen
15
Springer eBook Collection / Business and Economics
15
European journal of marketing : EJM
14
Europäische Hochschulschriften / 5
13
Journal of customer behaviour
13
Innovationen für das Industriegütermarketing : Festschrift für Professor Dr. Dr. h. c. Klaus Backhaus zum 60. Geburtstag
12
Journal of business market management : JBM
12
Journal of strategic marketing
12
Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management
12
essentials
12
Business-to-Business-Marketing
11
Journal of marketing management : MM
11
Journal of marketing theory and practice
11
Journal of relationship marketing : innovations & enhancements for customer service, relations & satisfaction
11
Psychology & marketing
10
The service industries journal
10
B2B-Handbuch Operations Management : Industriegüter erfolgreich vermarkten
9
Brand the Future : systematische Markenentwicklung im B2B
9
Field guide to case study research in business-to-business marketing and purchasing
9
Gabler Edition Wissenschaft / Business-to-Business-Marketing
9
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ECONIS (ZBW)
44
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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
Buyer-supplier relationship dynamics in buyers' bankruptcy survival
Mani, Sudha
;
Astvansh, Vivek
;
Antia, Kersi D.
- In:
Journal of marketing
88
(
2024
)
3
,
pp. 127-144
Persistent link: https://www.econbiz.de/10014582921
Saved in:
3
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:
4
Exploring the drivers of B2B end user engagement
Fehl, Amy Greiner
;
Good, Valerie
;
Arnold, Todd
- In:
Journal of personal selling & sales management
43
(
2023
)
3
,
pp. 159-177
Persistent link: https://www.econbiz.de/10014365146
Saved in:
5
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:
6
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:
7
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:
8
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
9
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
Saved in:
10
Commentary : toward formalizing social influence structures in business-to-business customer journeys
Grewal, Rajdeep
;
Sridhar, Shrihari
- In:
Journal of marketing
85
(
2021
)
1
,
pp. 98-102
Persistent link: https://www.econbiz.de/10012391426
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