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~person:"Adamson, Brent"
~person:"Jacob, Frank"
~person:"Terho, Harri"
~subject:"Relationship marketing"
~subject:"Selling"
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Relationship marketing
Selling
B-to-B-Marketing
34
Business-to-business marketing
34
Verkauf
15
Lieferantenmanagement
12
Supplier relationship management
12
Beziehungsmarketing
11
Salespeople
10
Verkaufspersonal
10
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
Sales
3
Success factor
3
Theorie
3
Theory
3
00.09.1995
2
Consumer behaviour
2
Dienstleistungsmanagement
2
Dienstleistungsmarketing
2
Group decision-making
2
Gruppenentscheidung
2
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17
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English
16
German
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Adamson, Brent
Jacob, Frank
Terho, Harri
Svensson, Göran
17
Kleinaltenkamp, Michael
12
Keränen, Joona
9
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
Johnson, Jeff S.
5
Krafft, Manfred
5
Kumar, V.
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Rodriguez, Michael
5
Salonen, Anna
5
Schwepker, Charles H. <Jr.>
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
Friend, Scott B.
4
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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 the Academy of Marketing Science
1
MIT sloan management review
1
Springer eBook Collection / Business and Economics
1
The journal of business & industrial marketing
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ECONIS (ZBW)
20
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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
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
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:
7
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:
8
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
Saved in:
9
Selling value in business markets : individual and organizational factors for turning the idea into action
Terho, Harri
;
Eggert, Andreas
;
Ulaga, Wolfgang
;
Haas, …
- In:
Industrial marketing management : the international …
66
(
2017
),
pp. 42-55
Persistent link: https://www.econbiz.de/10011775966
Saved in:
10
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
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