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~person:"Büschken, Joachim"
~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:"Internet marketing"
~subject:"Konsumentenverhalten"
~subject:"Marketing management"
~subject:"Theorie"
~type_genre:"Article in journal"
~type_genre:"Aufsatz im Buch"
~type_genre:"Aufsatz in Zeitschrift"
~type_genre:"Hochschulschrift"
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B-to-B-Marketing
Innovation management
Internet marketing
Konsumentenverhalten
Marketing management
Theorie
Business-to-business marketing
59
Lieferantenmanagement
24
Supplier relationship management
24
Selling
17
Verkauf
17
Beziehungsmarketing
16
Relationship marketing
16
Salespeople
14
Verkaufspersonal
14
Marketingmanagement
11
Theory
9
Customer value
8
Kundenwert
8
Beschaffung
7
Betriebliche Wertschöpfung
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Procurement
7
Value creation
7
Consumer behaviour
6
Bundling strategy
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Deutschland
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Germany
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Leistungsbündel
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Marketing theory
5
Marketingtheorie
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Sales
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B2B
4
Market research
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Marktforschung
4
Sales management
4
Social Web
4
Social web
4
Economics of information
3
Informationsökonomik
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Inter-firm cooperation
3
Online-Marketing
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English
49
German
11
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Büschken, Joachim
Jacob, Frank
Kleinaltenkamp, Michael
Rangarajan, Deva
Terho, Harri
Woodside, Arch G.
Naudé, Peter
21
Svensson, Göran
21
Johnston, Wesley J.
20
Henneberg, Stephan
19
Kowalkowski, Christian
17
Lindgreen, Adam
17
Sharma, Arun
15
Backhaus, Klaus
14
Homburg, Christian
14
Keränen, Joona
14
Ulaga, Wolfgang
14
Cova, Bernard
12
Di Benedetto, C. Anthony
12
Schmitz, Christian
12
Agnihotri, Raj
11
Baumgarth, Carsten
11
Lilien, Gary L.
11
Hinterhuber, Andreas
10
Kumar, V.
10
LaPlaca, Peter J.
10
Voeth, Markus
10
Christodoulides, George
9
Corsaro, Daniela
9
Geiger, Ingmar
9
Grewal, Rajdeep
9
Ivens, Björn Sven
9
Sharma, Piyush
9
Snehota, Ivan
9
Brown, Brian P.
8
Casidy, Riza
8
Eggert, Andreas
8
Høgevold, Nils M.
8
La Rocca, Antonella
8
Mora Cortez, Roberto
8
Möller, K. E. Kristian
8
O'Cass, Aron
8
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Industrial marketing management : the international journal for industrial and high-tech firms
24
Business relationship management and marketing
6
The journal of business & industrial marketing
3
Field guide to case study research in business-to-business marketing and purchasing
2
Fundamentals of business-to-business marketing
2
Journal of business-to-business marketing
2
Advances in services marketing
1
Aufbruch : Ingredient Branding schafft Werte
1
Business horizons
1
Business-to-business marketing management : strategies, cases and solutions
1
Der deutsche Maschinenbau in den neunziger Jahren : Kontinuität und Wandel einer Branche
1
Die Kausalanalyse : ein Instrument der empirischen betriebswirtschaftlichen Forschung
1
Dienstleistungsmarketing : eine Bestandsaufnahme ; Tagungsband zum 2. Workshop für Dienstleistungsmarketing, Innsbruck, Februar 1993
1
European journal of marketing
1
Gabler-Edition Wissenschaft / Business-to-Business-Marketing
1
Handbook of business-to-business marketing
1
Harvard-Business-Manager : das Wissen der Besten
1
Innovationen für das Industriegütermarketing : Festschrift für Professor Dr. Dr. h. c. Klaus Backhaus zum 60. Geburtstag
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of personal selling & sales management
1
Journal of service research
1
Journal of the Academy of Marketing Science
1
Kontrakte, Geschäftsbeziehungen, Netzwerke - Marketing und neue Institutionenökonomik
1
MIT sloan management review
1
Marktdurchdringung durch Markenpolitik : die Ausbreitung der Marke in neue Bereiche ; [Markendialog Februar 2000]
1
Neue betriebswirtschaftliche Forschung : Nbf
1
Probleme und Trends in der Marketing-Forschung : Festschrift für Professor Dr. Peter Hammann zum 60. Geburtstag
1
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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
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
Saved in:
3
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:
4
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:
5
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:
6
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:
7
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:
8
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
Saved in:
9
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
Saved in:
10
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
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