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~person:"Büschken, Joachim"
~person:"Homburg, Christian"
~person:"Jacob, Frank"
~person:"Kleinaltenkamp, Michael"
~person:"Rangarajan, Deva"
~person:"Terho, Harri"
~person:"Woodside, Arch G."
~subject:"B-to-B-Marketing"
~subject:"Innovation management"
~subject:"Theorie"
~type_genre:"Article in journal"
~type_genre:"Aufsatz im Buch"
~type_genre:"Aufsatz in Zeitschrift"
~type_genre:"Graue Literatur"
~type_genre:"Hochschulschrift"
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B-to-B-Marketing
Innovation management
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Business-to-business marketing
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31
Supplier relationship management
31
Beziehungsmarketing
20
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Büschken, Joachim
Homburg, Christian
Jacob, Frank
Kleinaltenkamp, Michael
Rangarajan, Deva
Terho, Harri
Woodside, Arch G.
Naudé, Peter
21
Svensson, Göran
21
Johnston, Wesley J.
20
Backhaus, Klaus
19
Henneberg, Stephan
19
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17
Lindgreen, Adam
17
Sharma, Arun
15
Ulaga, Wolfgang
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Keränen, Joona
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Di Benedetto, C. Anthony
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Baumgarth, Carsten
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Voeth, Markus
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Høgevold, Nils M.
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The journal of business & industrial marketing
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Die Kausalanalyse : ein Instrument der empirischen betriebswirtschaftlichen Forschung
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Harvard-Business-Manager : das Wissen der Besten
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Journal of business-to-business marketing
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Aufbruch : Ingredient Branding schafft Werte
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Business-to-business marketing management : strategies, cases and solutions
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Der deutsche Maschinenbau in den neunziger Jahren : Kontinuität und Wandel einer Branche
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Die Betriebswirtschaft : DBW
1
Dienstleistungsmarketing : eine Bestandsaufnahme ; Tagungsband zum 2. Workshop für Dienstleistungsmarketing, Innsbruck, Februar 1993
1
Erfolgsfaktoren der Markenführung : Know-how aus Forschung und Management
1
European journal of marketing
1
Forschungsbericht zum Marketing
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1
Handbook of business-to-business marketing
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Innovationen für das Industriegütermarketing : Festschrift für Professor Dr. Dr. h. c. Klaus Backhaus zum 60. Geburtstag
1
Journal of marketing research
1
Journal of personal selling & sales management
1
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Kontrakte, Geschäftsbeziehungen, Netzwerke - Marketing und neue Institutionenökonomik
1
Kundenzufriedenheit : Konzepte - Methoden - Erfahrungen
1
MIT sloan management review
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Marktdurchdringung durch Markenpolitik : die Ausbreitung der Marke in neue Bereiche ; [Markendialog Februar 2000]
1
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Probleme und Trends in der Marketing-Forschung : Festschrift für Professor Dr. Peter Hammann zum 60. Geburtstag
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ECONIS (ZBW)
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1
Customer journey management capability in business-to-business markets : its bright and dark sides and overall impact on firm performance
Homburg, Christian
;
Tischer, Moritz
- In:
Journal of the Academy of Marketing Science
51
(
2023
)
5
,
pp. 1046-1074
Persistent link: https://www.econbiz.de/10014336054
Saved in:
2
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:
3
Customer success management, customer health, and retention in B2B industries
Hochstein, Bryan W.
;
Voorhees, Clay M.
;
Pratt, Alexander B.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
4
,
pp. 912-932
Persistent link: https://www.econbiz.de/10014451313
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4
To be or not to be : a review of the (un)ethical salespeople literature
Anand, Amitabh
;
Bowen, Melanie
;
Rangarajan, Deva
- In:
The journal of business & industrial marketing
38
(
2023
)
9
,
pp. 1837-1851
Persistent link: https://www.econbiz.de/10014333358
Saved in:
5
The role of ethics in business-to-business marketing : an exploratory review and research agenda
Anand, Amitabh
;
Bowen, Melanie
;
Spivack, April J.
; …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 421-438
Persistent link: https://www.econbiz.de/10014455290
Saved in:
6
How salespeople adapt communication of customer value propositions in business markets
Bischoff, Pirmin
;
Hogreve, Jens
;
Elgeti, Laura
; …
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 226-242
Persistent link: https://www.econbiz.de/10014433432
Saved in:
7
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:
8
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.
;
Badrinarayanan, Vishag
;
Rangarajan, Deva
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
Saved in:
9
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
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10
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
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