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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-to-business marketing"
~subject:"Relationship marketing"
~subject:"Sales management"
~subject:"Theorie"
~subject:"Verkauf"
~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-to-business marketing
Relationship marketing
Sales management
Theorie
Verkauf
Lieferantenmanagement
29
Supplier relationship management
29
Selling
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
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Marketingtheorie
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Sales
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Theory
5
Value creation
5
B2B
4
Deutschland
4
Germany
4
Social Web
4
Social web
4
Business services
3
Customer solutions
3
Dienstleistungsmarketing
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E-commerce
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Electronic Commerce
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Industrie
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8
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German
5
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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
14
Cova, Bernard
12
Di Benedetto, C. Anthony
12
Homburg, Christian
12
Agnihotri, Raj
11
Lilien, Gary L.
11
Baumgarth, Carsten
10
Hinterhuber, Andreas
10
Kumar, V.
10
LaPlaca, Peter J.
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
Ivens, Björn Sven
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
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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1
Free-to-fee transformation of industrial services
Mustak, Mekhail
;
Ulaga, Wolfgang
;
Grohmann, Marcella Maria
- In:
Journal of service research
26
(
2023
)
1
,
pp. 21-43
Persistent link: https://www.econbiz.de/10014246191
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
Subscription offers in business-to-business markets : conceptualization, taxonomy, and framework for growth
Kowalkowski, Christian
;
Ulaga, Wolfgang
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 440-456
Persistent link: https://www.econbiz.de/10014531643
Saved in:
4
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:
5
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:
6
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:
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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