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~person:"Adamson, Brent"
~person:"Cova, Bernard"
~person:"Jacob, Frank"
~person:"Terho, Harri"
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Search: subject_exact:"B-to-B-Marketing"
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B-to-B-Marketing
46
Business-to-business marketing
46
Lieferantenmanagement
17
Supplier relationship management
17
Selling
15
Verkauf
15
Beziehungsmarketing
13
Relationship marketing
13
Marketingmanagement
12
Marketing management
11
Salespeople
10
Verkaufspersonal
10
Bundling strategy
9
Leistungsbündel
9
Beschaffung
6
Customer value
6
Kundenwert
6
Procurement
6
Betriebliche Wertschöpfung
5
Business network
5
Kundenorientierung
5
Unternehmensnetzwerk
5
Value creation
5
Deutschland
4
Germany
4
Project management
4
Projektmanagement
4
B2B
3
Business-to-Business-Marketing
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Customer integration
3
Direktmarketing
3
Erfolgsfaktor
3
Kundenintegration
3
Kundenmanagement
3
Organisationsstruktur
3
Organizational structure
3
Sales
3
Success factor
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Theorie
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Theory
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Adamson, Brent
Cova, Bernard
Jacob, Frank
Terho, Harri
Kleinaltenkamp, Michael
55
Backhaus, Klaus
35
Homburg, Christian
22
Johnston, Wesley J.
21
Naudé, Peter
21
Svensson, Göran
21
Henneberg, Stephan
19
Geiger, Ingmar
18
Lindgreen, Adam
18
Baumgarth, Carsten
17
Kowalkowski, Christian
17
Voeth, Markus
17
Sharma, Arun
16
Hinterhuber, Andreas
15
Ulaga, Wolfgang
15
Keränen, Joona
14
Lilien, Gary L.
14
Schmitz, Christian
14
Brennan, Ross
13
Grewal, Rajdeep
13
Hofmaier, Richard
13
Pepels, Werner
13
Plinke, Wulff
13
Weiber, Rolf
13
Di Benedetto, C. Anthony
12
Pförtsch, Waldemar A.
12
Agnihotri, Raj
11
Ellis, Nick
11
Ivens, Björn Sven
11
Kumar, V.
11
Rangarajan, Deva
11
Ahearne, Michael
10
Ehret, Michael
10
La Rocca, Antonella
10
LaPlaca, Peter J.
10
Snehota, Ivan
10
Sridhar, Shrihari
10
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Industrial marketing management : the international journal for industrial and high-tech firms
20
Harvard business review : HBR
4
Harvard-Business-Manager : das Wissen der Besten
3
ESCP-EAP working paper
2
Journal of marketing management : MM
2
Business relationship management and marketing
1
Business-to-Business-Marketing : Berliner Reihe ; Arbeitspapiere
1
European management journal
1
Forschungsbericht zum Marketing
1
Fundamentals of business-to-business marketing
1
Journal of business-to-business marketing
1
Journal of the Academy of Marketing Science
1
MIT sloan management review
1
Neue betriebswirtschaftliche Forschung : Nbf
1
Probleme und Trends in der Marketing-Forschung : Festschrift für Professor Dr. Peter Hammann zum 60. Geburtstag
1
Springer eBook Collection / Business and Economics
1
SpringerLink / Bücher
1
The Oxford handbook of project management
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
47
USB Cologne (EcoSocSci)
2
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1
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10
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49
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date (oldest first)
1
Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri
;
Salonen, Anna
;
Yrjänen, Meri
- In:
The journal of business & industrial marketing
38
(
2023
)
2
,
pp. 337-352
Persistent link: https://www.econbiz.de/10013539269
Saved in:
2
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:
3
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:
4
Three ways to sell value in B2B markets
Keränen, Joona
;
Terho, Harri
;
Saurama, Antti
- In:
MIT sloan management review
62
(
2021
)
1
,
pp. 64-70
Persistent link: https://www.econbiz.de/10012643333
Saved in:
5
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
Saved in:
6
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:
7
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:
8
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:
9
Building B2B relationships via initiation contributors : three cases from the Norwegian-South Korean international project business
Aarikka-Stenroos, Leena
;
Aaboen, Lise
;
Cova, Bernard
; …
- In:
Industrial marketing management : the international …
68
(
2018
),
pp. 74-85
Persistent link: https://www.econbiz.de/10011822117
Saved in:
10
The new sales imperative
Toman, Nicholas
;
Adamson, Brent
;
Gomez, Cristina
- In:
Harvard business review : HBR
95
(
2017
)
2
,
pp. 118-125
Persistent link: https://www.econbiz.de/10011685732
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