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~person:"Büschken, Joachim"
~person:"Jacob, Frank"
~person:"Rangarajan, Deva"
~person:"Terho, Harri"
~person:"Ulaga, Wolfgang"
~person:"Woodside, Arch G."
~subject:"B-to-B-Marketing"
~subject:"Business services"
~subject:"Business-to-business marketing"
~subject:"Innovation management"
~subject:"Relationship marketing"
~subject:"Sales management"
~subject:"Theorie"
~type_genre:"Article in journal"
~type_genre:"Aufsatz im Buch"
~type_genre:"Aufsatz in Zeitschrift"
~type_genre:"Konferenzschrift"
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B-to-B-Marketing
Business services
Business-to-business marketing
Innovation management
Relationship marketing
Sales management
Theorie
Lieferantenmanagement
29
Supplier relationship management
29
Selling
18
Verkauf
18
Beziehungsmarketing
16
Salespeople
15
Verkaufspersonal
15
Bundling strategy
12
Leistungsbündel
12
Marketing management
10
Marketingmanagement
10
Beschaffung
6
Consumer behaviour
6
Customer value
6
Konsumentenverhalten
6
Kundenwert
6
Procurement
6
Betriebliche Wertschöpfung
5
Marketing theory
5
Marketingtheorie
5
Sales
5
Theory
5
Value creation
5
B2B
4
Deutschland
4
Germany
4
Social Web
4
Social web
4
Customer solutions
3
Dienstleistungsmarketing
3
E-commerce
3
Electronic Commerce
3
Erfolgsfaktor
3
Industrie
3
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30
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2
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Article
47
Book / Working Paper
3
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Article in journal
Aufsatz im Buch
Aufsatz in Zeitschrift
Konferenzschrift
Book section
8
Aufsatzsammlung
7
Collection of articles of several authors
5
Sammelwerk
5
Arbeitspapier
3
Graue Literatur
3
Non-commercial literature
3
Working Paper
3
Festschrift
2
Bibliografie enthalten
1
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1
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English
45
German
5
Author
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Büschken, Joachim
Jacob, Frank
Rangarajan, Deva
Terho, Harri
Ulaga, Wolfgang
Woodside, Arch G.
Kleinaltenkamp, Michael
24
Naudé, Peter
21
Svensson, Göran
21
Johnston, Wesley J.
20
Henneberg, Stephan
19
Lindgreen, Adam
17
Kowalkowski, Christian
16
Backhaus, Klaus
15
Sharma, Arun
15
Keränen, Joona
13
Cova, Bernard
12
Di Benedetto, C. Anthony
12
Homburg, Christian
12
Agnihotri, Raj
11
Baumgarth, Carsten
10
Hinterhuber, Andreas
10
Kumar, V.
10
LaPlaca, Peter J.
10
Lilien, Gary L.
10
Schmitz, Christian
10
Voeth, Markus
10
Christodoulides, George
9
Corsaro, Daniela
9
Grewal, Rajdeep
9
Sharma, Piyush
9
Snehota, Ivan
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
Möller, K. E. Kristian
8
O'Cass, Aron
8
Parvinen, Petri
8
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
23
Journal of the Academy of Marketing Science
3
The journal of business & industrial marketing
3
Journal of business-to-business marketing
2
Journal of service research
2
AMS review : official publication of the Academy of Marketing Science
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
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 marketing
1
Journal of personal selling & sales management
1
MIT sloan management review
1
Probleme und Trends in der Marketing-Forschung : Festschrift für Professor Dr. Peter Hammann zum 60. Geburtstag
1
Springer eBook Collection / Business and Economics
1
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ECONIS (ZBW)
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11
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:
12
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:
13
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:
14
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:
15
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:
16
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:
17
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:
18
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:
19
The future of B2B customer solutions in a post-COVID-19 economy : managerial issues and an agenda for academic inquiry
Bond, Edward U., III
;
Jong, Ad de
;
Eggert, Andreas
; …
- In:
Journal of service research
23
(
2020
)
4
,
pp. 401-408
Persistent link: https://www.econbiz.de/10012391593
Saved in:
20
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
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