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~person:"Godefroid, Peter"
~person:"Jacob, Frank"
~person:"Kemper, Anne Christin"
~person:"Schmitz, Christian"
~subject:"Theory"
~subject:"Verkauf"
~type_genre:"Aufsatz in Zeitschrift"
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Search: subject:"B-to-B-Marketing"
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Theory
Verkauf
B-to-B-Marketing
13
Business-to-business marketing
13
Salespeople
8
Verkaufspersonal
8
Lieferantenmanagement
6
Selling
6
Supplier relationship management
6
Beziehungsmarketing
4
Bundling strategy
4
Leistungsbündel
4
Relationship marketing
4
business-to-business marketing
3
Betriebliche Wertschöpfung
2
Consumer behaviour
2
Dienstleistungsmarketing
2
E-commerce
2
Electronic Commerce
2
Konsumentenverhalten
2
Marketing theory
2
Marketingtheorie
2
Personal selling
2
Sales management
2
Services marketing
2
Value creation
2
sales management
2
Arbeitszufriedenheit
1
B2B
1
Beschaffung
1
Business markets
1
Business services
1
Confidence
1
Country-of-origin
1
Cross-national invariance
1
Customer integration
1
Customer orientation
1
Designation of origin
1
Deutschland
1
Digitalisierung
1
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Aufsatz in Zeitschrift
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English
6
Author
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Godefroid, Peter
Jacob, Frank
Kemper, Anne Christin
Schmitz, Christian
Svensson, Göran
12
Terho, Harri
9
Rangarajan, Deva
7
Rodríguez, Rocío
7
Agnihotri, Raj
6
Høgevold, Nils M.
6
Keränen, Joona
6
Parvinen, Petri
6
Sharma, Arun
6
Adamson, Brent
5
Høgevold, Nils
5
Johnson, Jeff S.
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Salonen, Anna
5
Alavi, Sascha
4
Borgh, Michel van der
4
Corsaro, Daniela
4
Dingus, Rebecca
4
Friend, Scott B.
4
Koponen, Jonna
4
Maggioni, Isabella
4
Rodriguez, Michael
4
Badrinarayanan, Vishag
3
Bush, Alan J.
3
Echchakoui, Saïd
3
Flory, Markus
3
Habel, Johannes
3
Hermanns, Arnold
3
Homburg, Christian
3
Itani, Omar S.
3
Julkunen, Saara
3
Krush, Michael T.
3
Lilien, Gary L.
3
Möller, K. E. Kristian
3
Paesbrugghe, Bert
3
Roberts-Lombard, Mornay
3
Toman, Nicholas
3
Ulaga, Wolfgang
3
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Published in...
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Journal of marketing
2
Industrial marketing management : the international journal for industrial and high-tech firms
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
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ECONIS (ZBW)
6
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1
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
2
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
3
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
4
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
5
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
6
Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian
;
Lee, You-Cheong
;
Lilien, Gary L.
- In:
Journal of marketing
78
(
2014
)
3
,
pp. 1-19
Persistent link: https://www.econbiz.de/10010360457
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