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~person:"Büschken, Joachim"
~person:"Jacob, Frank"
~person:"Rangarajan, Deva"
~person:"Sharma, Piyush"
~person:"Terho, Harri"
~person:"Woodside, Arch G."
~subject:"B-to-B-Marketing"
~subject:"Business-to-business marketing"
~subject:"Innovation management"
~subject:"Sales management"
~subject:"Theorie"
~type_genre:"Article in journal"
~type_genre:"Aufsatz im Buch"
~type_genre:"Aufsatz in Zeitschrift"
~type_genre:"Book section"
~type_genre:"Collection of articles of several authors"
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Search: subject:"B-to-B-Marketing"
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B-to-B-Marketing
Business-to-business marketing
Innovation management
Sales management
Theorie
Lieferantenmanagement
28
Supplier relationship management
28
Selling
16
Verkauf
16
Beziehungsmarketing
14
Relationship marketing
14
Salespeople
13
Verkaufspersonal
13
Marketing management
7
Marketingmanagement
7
Beschaffung
5
Betriebliche Wertschöpfung
5
Consumer behaviour
5
Konsumentenverhalten
5
Procurement
5
Sales
5
Theory
5
Value creation
5
B2B
4
Bundling strategy
4
Customer value
4
Deutschland
4
Germany
4
Kundenwert
4
Leistungsbündel
4
Marketing theory
4
Marketingtheorie
4
Social Web
4
Social web
4
Customer integration
3
Innovation
3
Innovationsmanagement
3
Internet marketing
3
Kundenintegration
3
Market research
3
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Undetermined
29
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2
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Article
45
Book / Working Paper
5
Type of publication (narrower categories)
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Article in journal
Aufsatz im Buch
Aufsatz in Zeitschrift
Book section
Collection of articles of several authors
Aufsatzsammlung
7
Sammelwerk
5
Arbeitspapier
2
Festschrift
2
Graue Literatur
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Konferenzschrift
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Non-commercial literature
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Bibliografie enthalten
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Language
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English
45
German
6
Author
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Büschken, Joachim
Jacob, Frank
Rangarajan, Deva
Sharma, Piyush
Terho, Harri
Woodside, Arch G.
Kleinaltenkamp, Michael
37
Naudé, Peter
21
Svensson, Göran
21
Johnston, Wesley J.
20
Henneberg, Stephan
19
Backhaus, Klaus
17
Kowalkowski, Christian
17
Lindgreen, Adam
17
Sharma, Arun
16
Ulaga, Wolfgang
14
Homburg, Christian
13
Keränen, Joona
13
Baumgarth, Carsten
12
Cova, Bernard
12
Di Benedetto, C. Anthony
12
Hinterhuber, Andreas
12
Lilien, Gary L.
12
Agnihotri, Raj
11
Geiger, Ingmar
11
Voeth, Markus
11
Kumar, V.
10
LaPlaca, Peter J.
10
Pepels, Werner
10
Schmitz, Christian
10
Christodoulides, George
9
Corsaro, Daniela
9
Grewal, Rajdeep
9
Hofmaier, Richard
9
Plinke, Wulff
9
Snehota, Ivan
9
Brown, Brian P.
8
Casidy, Riza
8
Eggert, Andreas
8
Ehret, Michael
8
Ellis, Nick
8
Høgevold, Nils M.
8
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
21
Journal of business research : JBR
5
The journal of business & industrial marketing
3
Journal of business-to-business marketing
2
Advances in business marketing and purchasing
1
Business horizons
1
Business relationship management and marketing
1
Business-to-business marketing management : strategies, cases and solutions
1
Die Kausalanalyse : ein Instrument der empirischen betriebswirtschaftlichen Forschung
1
European journal of marketing
1
Field guide to case study research in business-to-business marketing and purchasing
1
Fundamentals of business-to-business marketing
1
Gabler-Edition Wissenschaft / Business-to-Business-Marketing
1
Handbook of business-to-business marketing
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 the Academy of Marketing Science
1
MIT sloan management review
1
Probleme und Trends in der Marketing-Forschung : Festschrift für Professor Dr. Peter Hammann zum 60. Geburtstag
1
The journal of services marketing
1
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ECONIS (ZBW)
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21
Will a supplier's origin make a difference to its business customers?
Jacob, Frank
;
Schätzle, Sarah
- In:
Industrial marketing management : the international …
87
(
2020
),
pp. 196-207
Persistent link: https://www.econbiz.de/10012285155
Saved in:
22
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:
23
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
24
The impact of psychological contract breaches within east-west buyer-supplier relationships
Kingshott, Russel P. J.
;
Sharma, Piyush
;
Sima, Herbert
; …
- In:
Industrial marketing management : the international …
89
(
2020
),
pp. 220-231
Persistent link: https://www.econbiz.de/10012290048
Saved in:
25
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:
26
Have your cake and eat it too : achieving scientific legitimacy
Woodside, Arch G.
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 53-61
Persistent link: https://www.econbiz.de/10011822286
Saved in:
27
The impact of relational versus technological resources on e-loyalty : a comparative study between local, national and foreign branded banks
Kingshott, Russel P. J.
;
Sharma, Piyush
;
Chung, Henry F. L.
- In:
Industrial marketing management : the international …
72
(
2018
),
pp. 48-58
Persistent link: https://www.econbiz.de/10011887283
Saved in:
28
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Sharma, Arun
; …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
Saved in:
29
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:
30
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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