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~person:"Alavi, Sascha"
~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
5
Business-to-business marketing
5
Salespeople
4
Selling
4
Beziehungsmarketing
2
Personal selling
2
Preismanagement
2
Pricing strategy
2
Relationship marketing
2
B2B
1
Betriebliche Wertschöpfung
1
Bundling strategy
1
Business services
1
Corporate culture
1
Customer orientation
1
Einzelhandel
1
Erfolgsfaktor
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Incentives
1
Industrial service share
1
Industrie
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Leadership
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Leistungsbündel
1
Lieferantenmanagement
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Manufacturing industries
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Marketing management
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Marketingmanagement
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NC2 sales strategy
1
Negotiations
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Price negotiations
1
Retail trade
1
Sales management
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Sales promotion
1
Salesperson factors
1
Servitized offerings
1
Success factor
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Supplier relationship management
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Transaction cost theory
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Alavi, Sascha
Kleinaltenkamp, Michael
18
Backhaus, Klaus
14
Svensson, Göran
13
Schmitz, Christian
9
Terho, Harri
9
Adamson, Brent
8
Rangarajan, Deva
8
Rodríguez, Rocío
8
Agnihotri, Raj
7
Høgevold, Nils M.
7
Plinke, Wulff
7
Ahearne, Michael
6
Geiger, Ingmar
6
Keränen, Joona
6
Otero-Neira, Carmen
6
Parvinen, Petri
6
Pullins, Ellen
6
Voeth, Markus
6
Dixon, Matthew
5
Høgevold, Nils
5
Itani, Omar S.
5
Johnson, Jeff S.
5
Lilien, Gary L.
5
Rodriguez, Michael
5
Schwepker, Charles H. <Jr.>
5
Sharma, Arun
5
Toman, Nicholas
5
Borgh, Michel van der
4
Bush, Alan J.
4
Corsaro, Daniela
4
Dingus, Rebecca
4
Friend, Scott B.
4
Godefroid, Peter
4
Hofmaier, Richard
4
Homburg, Christian
4
Hughes, Douglas E.
4
Koponen, Jonna
4
Lippold, Dirk
4
Maggioni, Isabella
4
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International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of marketing
1
Journal of personal selling & sales management : JPSSM
1
Journal of the Academy of Marketing Science
1
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ECONIS (ZBW)
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1
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
2
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management : JPSSM
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
3
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
4
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:
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