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~person:"Büschken, Joachim"
~person:"Jacob, Frank"
~person:"Rangarajan, Deva"
~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
19
Supplier relationship management
19
Selling
16
Verkauf
16
Salespeople
13
Verkaufspersonal
13
Beziehungsmarketing
12
Relationship marketing
12
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
Internet marketing
3
Kundenintegration
3
Market research
3
Marktforschung
3
Online-Marketing
3
Social media
3
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Article
36
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5
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Article in journal
Aufsatz im Buch
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Aufsatzsammlung
7
Sammelwerk
5
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2
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2
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English
36
German
6
Author
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Büschken, Joachim
Jacob, Frank
Rangarajan, Deva
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
Sharma, Piyush
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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Industrial marketing management : the international journal for industrial and high-tech firms
18
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
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ECONIS (ZBW)
41
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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
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:
6
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:
7
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:
8
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:
9
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:
10
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
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