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~person:"Adamson, Brent"
~person:"Jacob, Frank"
~person:"Krafft, Manfred"
~person:"Terho, Harri"
~subject:"Relationship marketing"
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Search: subject_exact:"B-to-B-Marketing"
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Relationship marketing
B-to-B-Marketing
41
Business-to-business marketing
41
Lieferantenmanagement
16
Selling
16
Supplier relationship management
16
Verkauf
16
Beziehungsmarketing
15
Salespeople
10
Verkaufspersonal
10
Marketingmanagement
9
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8
Beschaffung
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Procurement
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Consumer behaviour
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Customer value
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Germany
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5
Kundenorientierung
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Value creation
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Business-to-Business-Marketing
4
Kundenmanagement
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Außendienst
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B2B
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Customer integration
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Erfolgsfaktor
3
Field sales force
3
Kundenintegration
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Market research
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Marktforschung
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Adamson, Brent
Jacob, Frank
Krafft, Manfred
Terho, Harri
Kleinaltenkamp, Michael
11
Svensson, Göran
11
Kowalkowski, Christian
8
Keränen, Joona
6
La Rocca, Antonella
6
Naudé, Peter
6
Schmitz, Christian
6
Schwepker, Charles H. <Jr.>
6
Andersen, Poul Houman
5
Casidy, Riza
5
Good, Megan C.
5
Grewal, Rajdeep
5
Itani, Omar S.
5
Ivens, Björn Sven
5
Kumar, V.
5
Ulaga, Wolfgang
5
Burton, Jamie
4
Bush, Alan J.
4
Gil Saura, Irene
4
Grewal, Dhruv
4
Homburg, Christian
4
Jalkala, Anne
4
Nyadzayo, Munyaradzi W.
4
Raddats, Chris
4
Rodriguez, Michael
4
Ulkuniemi, Pauliina
4
Visentin, Marco
4
Agnihotri, Raj
3
Akrout, Houcine
3
Barry, James M.
3
Baxter, Roger
3
Cabanelas, Pablo
3
Chatterjee, Sheshadri
3
Echchakoui, Saïd
3
Eggert, Andreas
3
Ehret, Michael
3
Evanschitzky, Heiner
3
Falkenreck, Christine
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Verein Deutscher Ingenieure
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Industrial marketing management : the international journal for industrial and high-tech firms
8
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of the Academy of Marketing Science
1
MIT sloan management review
1
Springer eBook Collection / Business and Economics
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VDI-Studie
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ECONIS (ZBW)
15
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1
A configurational approach to understanding relationship characteristics in differing levels of servitization
Kramer, Victoria
;
Krafft, Manfred
;
Storbacka, Kaj
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 42-65
Persistent link: https://www.econbiz.de/10014531452
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
Quantifying the effect of status in a multi-tier loyalty program
Viswanathan, Vijay
;
Koetterheinrich, Kim
;
Bijmolt, …
- In:
Industrial marketing management : the international …
104
(
2022
),
pp. 376-383
Persistent link: https://www.econbiz.de/10013326930
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
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:
7
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:
8
Social influence in the adoption of a B2B loyalty program : the role of elite status members
Viswanathan, Vijay
;
Sesé, F. Javier
;
Krafft, Manfred
- In:
International journal of research in marketing : IJRM ; …
34
(
2017
)
4
,
pp. 901-918
Persistent link: https://www.econbiz.de/10011792412
Saved in:
9
The customer as enabler of value (co)-creation in the solution business
Petri, Jan
;
Jacob, Frank
- In:
Industrial marketing management : the international …
56
(
2016
),
pp. 63-72
Persistent link: https://www.econbiz.de/10011531230
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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