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~person:"Adamson, Brent"
~person:"Jacob, Frank"
~person:"Schwepker, Charles H. <Jr.>"
~person:"Terho, Harri"
~subject:"Relationship marketing"
~subject:"Selling"
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Search: subject_exact:"B-to-B-Marketing"
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Relationship marketing
Selling
B-to-B-Marketing
40
Business-to-business marketing
40
Beziehungsmarketing
16
Lieferantenmanagement
16
Supplier relationship management
16
Verkauf
16
Salespeople
15
Verkaufspersonal
15
Marketingmanagement
9
Marketing management
8
Bundling strategy
7
Leistungsbündel
7
Beschaffung
6
Procurement
6
Betriebliche Wertschöpfung
5
Kundenorientierung
5
Value creation
5
Customer value
4
Deutschland
4
Germany
4
Kundenwert
4
B2B
3
Business-to-Business-Marketing
3
Customer integration
3
Direktmarketing
3
Erfolgsfaktor
3
Kundenintegration
3
Kundenmanagement
3
Occupational qualification
3
Qualifikation
3
Sales
3
Social Web
3
Social web
3
Success factor
3
Theorie
3
Theory
3
USA
3
United States
3
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22
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Language
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English
21
German
4
Author
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Adamson, Brent
Jacob, Frank
Schwepker, Charles H. <Jr.>
Terho, Harri
Svensson, Göran
17
Kleinaltenkamp, Michael
12
Keränen, Joona
10
Schmitz, Christian
9
Agnihotri, Raj
8
Kowalkowski, Christian
8
Rangarajan, Deva
8
Ulaga, Wolfgang
8
Homburg, Christian
7
Naudé, Peter
7
Parvinen, Petri
7
Rodríguez, Rocío
7
Grewal, Rajdeep
6
Høgevold, Nils M.
6
La Rocca, Antonella
6
Sharma, Arun
6
Andersen, Poul Houman
5
Casidy, Riza
5
Høgevold, Nils
5
Itani, Omar S.
5
Ivens, Björn Sven
5
Johnson, Jeff S.
5
Krafft, Manfred
5
Kumar, V.
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Rodriguez, Michael
5
Salonen, Anna
5
Sridhar, Shrihari
5
Alavi, Sascha
4
Andersson, Per
4
Borgh, Michel van der
4
Burton, Jamie
4
Bush, Alan J.
4
Corsaro, Daniela
4
Dingus, Rebecca
4
Eggert, Andreas
4
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
9
Harvard business review : HBR
3
Harvard-Business-Manager : das Wissen der Besten
2
Journal of business-to-business marketing
2
The journal of business & industrial marketing
2
Journal of business research : JBR
1
Journal of personal selling & sales management
1
Journal of the Academy of Marketing Science
1
MIT sloan management review
1
Springer eBook Collection / Business and Economics
1
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ECONIS (ZBW)
25
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25
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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
Improving business-to-business relationship quality through salespeople's grit and political skill
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 293-309
Persistent link: https://www.econbiz.de/10013417384
Saved in:
4
Business-to-business salespeople and political skill : relationship building, deviance, and performance
Good, Megan C.
;
Schwepker, Charles H. <Jr.>
- In:
Journal of business research : JBR
139
(
2022
),
pp. 32-43
Persistent link: https://www.econbiz.de/10013194145
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
Stop making excuses : reducing unethical behavior and improving performance and relationship quality
Good, Megan C.
;
Schwepker, Charles H. <Jr.>
- In:
Journal of business-to-business marketing
29
(
2022
)
2
,
pp. 177-196
Persistent link: https://www.econbiz.de/10013359018
Saved in:
7
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:
8
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:
9
Influence of salesperson political skill : improving relationship building and reducing customer-directed deviance
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 200-217
Persistent link: https://www.econbiz.de/10012623646
Saved in:
10
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
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