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~person:"Cova, Bernard"
~person:"Pepels, Werner"
~person:"Terho, Harri"
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Search: subject:"B-to-B-Marketing"
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B-to-B-Marketing
35
Business-to-business marketing
35
Lieferantenmanagement
14
Supplier relationship management
14
Marketing management
11
Marketingmanagement
11
Beziehungsmarketing
9
Relationship marketing
9
Selling
9
Verkauf
9
Customer value
7
Kundenwert
7
Business network
5
Salespeople
5
Unternehmensnetzwerk
5
Verkaufspersonal
5
Business-to-Business-Marketing
4
Project management
4
Projektmanagement
4
Organisationsstruktur
3
Organizational structure
3
Sales
3
B2B
2
Betriebliche Wertschöpfung
2
Bundling strategy
2
Internet marketing
2
Leistungsbündel
2
MOA framework
2
Measurement development
2
Online-Marketing
2
Performance measurement
2
Performance-Messung
2
Portfolio selection
2
Portfolio-Management
2
Sensemaking approach
2
Sensemaking-Ansatz
2
Social Web
2
Social media
2
Social selling
2
Social web
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30
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8
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8
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English
24
German
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Cova, Bernard
Pepels, Werner
Terho, Harri
Kleinaltenkamp, Michael
55
Backhaus, Klaus
35
Homburg, Christian
22
Johnston, Wesley J.
21
Naudé, Peter
21
Svensson, Göran
21
Henneberg, Stephan
19
Geiger, Ingmar
18
Lindgreen, Adam
18
Baumgarth, Carsten
17
Jacob, Frank
17
Kowalkowski, Christian
17
Voeth, Markus
17
Sharma, Arun
16
Hinterhuber, Andreas
15
Ulaga, Wolfgang
15
Keränen, Joona
14
Schmitz, Christian
14
Brennan, Ross
13
Grewal, Rajdeep
13
Hofmaier, Richard
13
Lilien, Gary L.
13
Plinke, Wulff
13
Weiber, Rolf
13
Di Benedetto, C. Anthony
12
Pförtsch, Waldemar A.
12
Agnihotri, Raj
11
Ellis, Nick
11
Ivens, Björn Sven
11
Kumar, V.
11
Rangarajan, Deva
11
Ahearne, Michael
10
Ehret, Michael
10
La Rocca, Antonella
10
LaPlaca, Peter J.
10
Snehota, Ivan
10
Sridhar, Shrihari
10
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Industrial marketing management : the international journal for industrial and high-tech firms
16
B2B-Handbuch Operations Management : Industriegüter erfolgreich vermarkten
6
Journal of marketing management : MM
2
Effektives Customer Relationship Management : Instrumente - Einführungskonzepte - Organisation
1
European management journal
1
Journal of business-to-business marketing
1
Journal of the Academy of Marketing Science
1
MIT sloan management review
1
Praktische Betriebswirtschaft
1
The Oxford handbook of project management
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
35
USB Cologne (EcoSocSci)
2
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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
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:
7
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:
8
Building B2B relationships via initiation contributors : three cases from the Norwegian-South Korean international project business
Aarikka-Stenroos, Leena
;
Aaboen, Lise
;
Cova, Bernard
; …
- In:
Industrial marketing management : the international …
68
(
2018
),
pp. 74-85
Persistent link: https://www.econbiz.de/10011822117
Saved in:
9
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
Saved in:
10
Customer reference marketing : conceptualization, measurement and link to selling performance
Terho, Harri
;
Jalkala, Anne
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 175-186
Persistent link: https://www.econbiz.de/10011738522
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