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~isPartOf:"Journal of marketing"
~source:"econis"
~subject:"Investitionsgütermarketing"
~subject:"Verkauf"
~subject:"Verkaufspersonal"
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Search: subject_exact:"B2B-Marketing"
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Investitionsgütermarketing
Verkauf
Verkaufspersonal
B-to-B-Marketing
33
Business-to-business marketing
33
Lieferantenmanagement
11
Supplier relationship management
11
Beziehungsmarketing
10
Relationship marketing
10
Salespeople
10
business-to-business marketing
10
Customer value
6
Kundenwert
6
Selling
6
Market segmentation
5
Marktsegmentierung
5
Portfolio selection
5
Portfolio-Management
5
Marketing management
3
Marketingmanagement
3
sales management
3
Agency theory
2
Bundling strategy
2
Business network
2
Corporate culture
2
Customer acquisition
2
Erfolgsfaktor
2
Firm value
2
Führungskräfte
2
Innovation
2
Innovation management
2
Innovationsmanagement
2
Kundengewinnung
2
Leistungsbündel
2
Managers
2
Negotiations
2
Performance measurement
2
Performance-Messung
2
Preismanagement
2
Pricing strategy
2
Prinzipal-Agent-Theorie
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Homburg, Christian
2
Hughes, Douglas E.
2
Lam, Son K.
2
Lilien, Gary L.
2
Schmitz, Christian
2
Ahearne, Michael
1
Alavi, Sascha
1
Bolander, Willy
1
Borgh, Michel van der
1
Crecelius, Andrew T.
1
Ferris, Gerald R.
1
Frieß, Maximilian
1
Grewal, Rajdeep
1
Habel, Johannes
1
Hahn, Alexander
1
Hohenberg, Sebastian
1
Jensen, Ove
1
Lawrence, Justin M.
1
Lee, You-Cheong
1
Nijssen, E. J.
1
Ogilvie, Jessica L.
1
Panagopoulos, Nikolaos G.
1
Rapp, Adam A.
1
Satornino, Cinthia B.
1
Scheer, Lisa K.
1
Shi, Huanhuan
1
Sridhar, Shrihari
1
Xu, Juan
1
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Journal of marketing
Industrial marketing management : the international journal for industrial and high-tech firms
74
The journal of business & industrial marketing
29
Journal of business research : JBR
19
Journal of business-to-business marketing
18
SpringerLink / Bücher
14
The journal of personal selling & sales management : JPSSM
13
Journal of personal selling & sales management : JPSSM
12
Journal of the Academy of Marketing Science
7
Vahlens Handbücher der Wirtschafts- und Sozialwissenschaften
7
Gabler Edition Wissenschaft
6
Handbook of business-to-business marketing
6
Harvard business review : HBR
6
Modernes Marketing für Studium und Praxis
5
Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management
5
essentials
5
Harvard-Business-Manager : das Wissen der Besten
4
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
4
Reihe: Marketing : MAR
4
Springer eBook Collection
4
Springer eBook Collection / Business and Economics
4
Technischer Vertrieb
4
Business horizons
3
European research on management and business economics
3
Europäische Hochschulschriften / 5
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
3
Neue betriebswirtschaftliche Forschung : Nbf
3
Advances in business strategy and competitive advantage (ABSCA) book series
2
Applied Marketing Science / Angewandte Marketingforschung
2
Asia Pacific journal of marketing and logistics
2
Beiträge zur empirischen Marketing- und Vertriebsforschung
2
Berichte aus der Betriebswirtschaft
2
Business Guides on the Go
2
European business review
2
European journal of marketing
2
Fortschritt-Berichte VDI / 16
2
Gabler-Edition Wissenschaft
2
International business review : the official journal of the European International Business Academy
2
International journal of business communication : IJBC ; a publication of the Association of Business Communication
2
International journal of logistics : research and applications
2
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ECONIS (ZBW)
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1
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:
2
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
3
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
4
Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
81
(
2017
)
2
,
pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
Saved in:
5
Salesperson solution involvement and sales performance : the contingent role of supplier firm and customer-supplier relationship characteristics
Panagopoulos, Nikolaos G.
;
Rapp, Adam A.
;
Ogilvie, …
- In:
Journal of marketing
81
(
2017
)
4
,
pp. 144-164
Persistent link: https://www.econbiz.de/10011734912
Saved in:
6
Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian
;
Homburg, Christian
- In:
Journal of marketing
80
(
2016
)
2
,
pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
Saved in:
7
Social networks within sales organizations : their development and importance for salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Hughes, Douglas E.
- In:
Journal of marketing
79
(
2015
)
6
,
pp. 1-16
Persistent link: https://www.econbiz.de/10011410739
Saved in:
8
Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian
;
Lee, You-Cheong
;
Lilien, Gary L.
- In:
Journal of marketing
78
(
2014
)
3
,
pp. 1-19
Persistent link: https://www.econbiz.de/10010360457
Saved in:
9
How to organize pricing? : vertical delegation and horizontal dispersion of pricing authority
Homburg, Christian
;
Jensen, Ove
;
Hahn, Alexander
- In:
Journal of marketing
76
(
2012
)
5
,
pp. 49-69
Persistent link: https://www.econbiz.de/10009782920
Saved in:
10
Energizing the reseller's sales force : the power of brand identification
Hughes, Douglas E.
;
Ahearne, Michael
- In:
Journal of marketing
74
(
2010
)
4
,
pp. 81-96
Persistent link: https://www.econbiz.de/10008826529
Saved in:
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