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~person:"Büschken, Joachim"
~person:"Jacob, Frank"
~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"
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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
12
Supplier relationship management
12
Selling
9
Verkauf
9
Beziehungsmarketing
8
Relationship marketing
8
Marketing management
5
Marketingmanagement
5
Salespeople
5
Verkaufspersonal
5
Customer value
4
Kundenwert
4
Marketing theory
4
Marketingtheorie
4
B2B
3
Betriebliche Wertschöpfung
3
Bundling strategy
3
Leistungsbündel
3
Market research
3
Marktforschung
3
Sales
3
Theory
3
Value creation
3
Beschaffung
2
Consumer behaviour
2
Deutschland
2
Dienstleistungsmarketing
2
Germany
2
Internet marketing
2
Konsumentenverhalten
2
MOA framework
2
Measurement development
2
Online-Marketing
2
Performance measurement
2
Performance-Messung
2
Portfolio selection
2
Portfolio-Management
2
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11
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Article
25
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Article in journal
Aufsatz im Buch
Aufsatz in Zeitschrift
Book section
Aufsatzsammlung
7
Collection of articles of several authors
5
Sammelwerk
5
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2
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2
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2
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Language
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English
23
German
3
Author
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Büschken, Joachim
Jacob, Frank
Terho, Harri
Woodside, Arch G.
Kleinaltenkamp, Michael
22
Naudé, Peter
21
Svensson, Göran
21
Johnston, Wesley J.
20
Henneberg, Stephan
19
Lindgreen, Adam
17
Kowalkowski, Christian
16
Sharma, Arun
15
Backhaus, Klaus
14
Keränen, Joona
14
Ulaga, Wolfgang
14
Cova, Bernard
12
Di Benedetto, C. Anthony
12
Homburg, Christian
12
Agnihotri, Raj
11
Lilien, Gary L.
11
Rangarajan, Deva
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
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
13
Journal of business-to-business marketing
2
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
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
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 business & industrial marketing
1
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ECONIS (ZBW)
26
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26
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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
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:
3
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:
4
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:
5
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:
6
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:
7
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:
8
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:
9
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:
10
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
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