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~person:"Falkenreck, Christine"
~person:"Good, Megan C."
~person:"Kumar, V."
~person:"Rangarajan, Deva"
~person:"Ulaga, Wolfgang"
~subject:"Relationship marketing"
~subject:"Simulation"
~subject:"Verkaufspersonal"
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Search: subject:"B-to-B-Marketing"
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Relationship marketing
Simulation
Verkaufspersonal
B-to-B-Marketing
43
Business-to-business marketing
43
Lieferantenmanagement
30
Supplier relationship management
30
Beziehungsmarketing
20
Salespeople
14
Selling
11
Verkauf
11
Bundling strategy
9
Leistungsbündel
9
Customer value
8
Kundenwert
8
Marketing management
8
Marketingmanagement
8
Consumer behaviour
5
Konsumentenverhalten
5
Ethics
4
Ethik
4
Betriebliche Wertschöpfung
3
Business ethics
3
Business services
3
Customer satisfaction
3
Customer service
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Direct marketing
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Direktmarketing
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E-commerce
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Finland
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Germany
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Industrie
3
Kundenservice
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Kundenzufriedenheit
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3
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3
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English
29
Author
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Falkenreck, Christine
Good, Megan C.
Kumar, V.
Rangarajan, Deva
Ulaga, Wolfgang
Svensson, Göran
16
Kleinaltenkamp, Michael
12
Schmitz, Christian
11
Terho, Harri
9
Kowalkowski, Christian
8
Rodríguez, Rocío
8
Agnihotri, Raj
7
Høgevold, Nils M.
7
Ahearne, Michael
6
Grewal, Rajdeep
6
Homburg, Christian
6
Keränen, Joona
6
La Rocca, Antonella
6
Naudé, Peter
6
Rodriguez, Michael
6
Schwepker, Charles H. <Jr.>
6
Sridhar, Shrihari
6
Adamson, Brent
5
Andersen, Poul Houman
5
Casidy, Riza
5
Dixon, Matthew
5
Itani, Omar S.
5
Ivens, Björn Sven
5
Johnson, Jeff S.
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Alavi, Sascha
4
Burton, Jamie
4
Bush, Alan J.
4
Dingus, Rebecca
4
Eggert, Andreas
4
Friend, Scott B.
4
Gil Saura, Irene
4
Grewal, Dhruv
4
Hughes, Douglas E.
4
Høgevold, Nils
4
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Industrial marketing management : the international journal for industrial and high-tech firms
8
The journal of business & industrial marketing
3
Contributions to Management Science
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
2
Journal of business-to-business marketing
2
Journal of personal selling & sales management
2
AMS review : official publication of the Academy of Marketing Science
1
Business horizons
1
European journal of marketing
1
GfK marketing intelligence review : Marketingforschung für die Praxis
1
Handbook of business-to-business marketing
1
Journal of business research : JBR
1
Journal of marketing research : JMR
1
Journal of service research
1
Legends in marketing
1
SpringerLink / Bücher
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ECONIS (ZBW)
29
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1
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:
2
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:
3
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:
4
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:
5
From managing customers to joint venturing with customers : co-creating service value in the digital age
Falkenreck, Christine
;
Wagner, Ralf
- In:
The journal of business & industrial marketing
37
(
2022
)
3
,
pp. 643-656
Persistent link: https://www.econbiz.de/10013165201
Saved in:
6
Improving business-to-business relationship quality through salespeople's grit and political skill
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 293-309
Persistent link: https://www.econbiz.de/10013417384
Saved in:
7
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:
8
Business-to-business salespeople and political skill : relationship building, deviance, and performance
Good, Megan C.
;
Schwepker, Charles H. <Jr.>
- In:
Journal of business research : JBR
139
(
2022
),
pp. 32-43
Persistent link: https://www.econbiz.de/10013194145
Saved in:
9
Stop making excuses : reducing unethical behavior and improving performance and relationship quality
Good, Megan C.
;
Schwepker, Charles H. <Jr.>
- In:
Journal of business-to-business marketing
29
(
2022
)
2
,
pp. 177-196
Persistent link: https://www.econbiz.de/10013359018
Saved in:
10
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
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