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~person:"Büschken, Joachim"
~person:"Jacob, Frank"
~person:"Rangarajan, Deva"
~person:"Snehota, Ivan"
~person:"Svensson, Göran"
~person:"Terho, Harri"
~person:"Ulaga, Wolfgang"
~person:"Woodside, Arch G."
~subject:"Arbeitsleistung"
~subject:"B-to-B-Marketing"
~subject:"Business-to-business marketing"
~subject:"Innovation management"
~subject:"Relationship marketing"
~subject:"Sales management"
~subject:"Theorie"
~type_genre:"Article in journal"
~type_genre:"Aufsatz in Zeitschrift"
~type_genre:"Collection of articles of several authors"
~type_genre:"Konferenzschrift"
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Subject
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Arbeitsleistung
B-to-B-Marketing
Business-to-business marketing
Innovation management
Relationship marketing
Sales management
Theorie
Lieferantenmanagement
50
Supplier relationship management
50
Selling
31
Verkauf
31
Beziehungsmarketing
30
Salespeople
25
Verkaufspersonal
25
Bundling strategy
12
Customer satisfaction
12
Kundenzufriedenheit
12
Leistungsbündel
12
Marketing management
11
Marketingmanagement
11
Sales
8
B2B
7
Betriebliche Wertschöpfung
7
Consumer behaviour
7
Customer value
7
Konsumentenverhalten
7
Kundenwert
7
Value creation
7
Arbeitszufriedenheit
6
Beschaffung
6
Job satisfaction
6
Performance measurement
6
Performance-Messung
6
Procurement
6
Business ethics
4
Business relationships
4
Confidence
4
Customer integration
4
Deutschland
4
Dienstleistungsqualität
4
Dienstleistungssektor
4
Germany
4
Job performance
4
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Undetermined
44
Free
9
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Article
68
Book / Working Paper
6
Type of publication (narrower categories)
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Article in journal
Aufsatz in Zeitschrift
Collection of articles of several authors
Konferenzschrift
Aufsatz im Buch
9
Book section
9
Aufsatzsammlung
7
Sammelwerk
5
Arbeitspapier
2
Festschrift
2
Graue Literatur
2
Non-commercial literature
2
Working Paper
2
Bibliografie enthalten
1
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1
Conference paper
1
Conference proceedings
1
Hochschulschrift
1
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1
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1
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Language
All
English
71
German
4
Author
All
Büschken, Joachim
Jacob, Frank
Rangarajan, Deva
Snehota, Ivan
Svensson, Göran
Terho, Harri
Ulaga, Wolfgang
Woodside, Arch G.
Kleinaltenkamp, Michael
24
Naudé, Peter
21
Henneberg, Stephan
18
Kowalkowski, Christian
17
Lindgreen, Adam
17
Johnston, Wesley J.
15
Sharma, Arun
15
Keränen, Joona
13
Backhaus, Klaus
12
Di Benedetto, C. Anthony
12
Agnihotri, Raj
11
Cova, Bernard
11
Lilien, Gary L.
11
Hinterhuber, Andreas
10
Homburg, Christian
10
LaPlaca, Peter J.
10
Christodoulides, George
9
Corsaro, Daniela
9
Grewal, Rajdeep
9
Kumar, V.
9
Schmitz, Christian
9
Sharma, Piyush
9
Brown, Brian P.
8
Casidy, Riza
8
Eggert, Andreas
8
Geiger, Ingmar
8
Høgevold, Nils M.
8
La Rocca, Antonella
8
Mora Cortez, Roberto
8
O'Cass, Aron
8
Parvinen, Petri
8
Rodríguez, Rocío
8
Zolkiewski, Judy
8
Adamson, Brent
7
Ehret, Michael
7
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
28
Journal of business-to-business marketing
5
The journal of business & industrial marketing
5
Journal of the Academy of Marketing Science
3
European business review
2
European research on management and business economics
2
International journal of procurement management
2
Journal of relationship marketing : innovations and enhancements for customer service, relations, and satisfaction
2
Journal of service research
2
AMS review : official publication of the Academy of Marketing Science
1
Advances in business marketing and purchasing
1
African journal of economic and management studies : AJEMS
1
Business horizons
1
European journal of marketing
1
Gabler-Edition Wissenschaft / Business-to-Business-Marketing
1
International journal of business and globalisation : IJBG
1
International journal of business excellence
1
International journal of business excellence : IJBEX
1
International journal of business governance and ethics : IJBGE
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business market management : JBM
1
Journal of contemporary marketing science
1
Journal of marketing
1
Journal of organizational change management
1
Journal of personal selling & sales management
1
MIT sloan management review
1
Management decision : MD
1
South African journal of business management
1
Springer eBook Collection / Business and Economics
1
The IMP journal
1
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Source
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ECONIS (ZBW)
74
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21
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:
22
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:
23
Examining supplier, buyer, and customer triads : the critical role of conflict in interaction processes and product/service innovations
Fletcher-Chen, Chavi Chi-Yun
;
Sharma, Arun
;
Rangarajan, Deva
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 337-352
Persistent link: https://www.econbiz.de/10014230619
Saved in:
24
Action and social alignment constituents of collaboration in B2B relationships : buyer and seller perspectives
Guan, Jyh-Liang
;
Lee, Tzong-ru
;
Otero-Neira, Carmen
; …
- In:
Journal of relationship marketing : innovations and …
21
(
2022
)
3
,
pp. 194-225
Persistent link: https://www.econbiz.de/10013336339
Saved in:
25
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:
26
Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva
;
Sharma, Arun
;
Lyngdoh, Teidorlang
; …
- In:
Business horizons
64
(
2021
)
5
,
pp. 647-658
Persistent link: https://www.econbiz.de/10012990356
Saved in:
27
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:
28
Virtue ethics in buyer-supplier relationships : a South African study
Mpinganjira, Mercy
;
Roberts-Lombard, Mornay
;
Svensson, …
- In:
International journal of business governance and ethics …
15
(
2021
)
3
,
pp. 285-302
Persistent link: https://www.econbiz.de/10012596413
Saved in:
29
META-RELQUAL in business relationships : a sales perspective
Høgevold, Nils M.
;
Svensson, Göran
;
Mostert, Pierre
; …
- In:
International journal of business excellence : IJBEX
23
(
2021
)
4
,
pp. 472-497
Persistent link: https://www.econbiz.de/10012514080
Saved in:
30
Social media in B2B sales : why and when does salesperson social media usage affect salesperson performance?
Bowen, Melanie
;
Lai-Bennejean, Christine
;
Haas, Alexander
; …
- In:
Industrial marketing management : the international …
96
(
2021
),
pp. 166-182
Persistent link: https://www.econbiz.de/10013194594
Saved in:
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