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~person:"Godefroid, Peter"
~person:"Jacob, Frank"
~person:"Schmitz, Christian"
~person:"Voeth, Markus"
~type_genre:"Aufsatz in Zeitschrift"
~type_genre:"Bibliography included"
~type_genre:"Conference proceedings"
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Search: subject:"B-to-B-Marketing"
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B-to-B-Marketing
20
Business-to-business marketing
20
Lieferantenmanagement
10
Supplier relationship management
10
Salespeople
8
Verkaufspersonal
8
Selling
7
Verkauf
7
Beziehungsmarketing
5
Bundling strategy
5
Leistungsbündel
5
Relationship marketing
5
Deutschland
4
Germany
4
Investitionsgütermarketing
3
Negotiations
3
Theorie
3
Theory
3
Verhandlungen
3
business-to-business marketing
3
Beschaffung
2
Betriebliche Wertschöpfung
2
Consumer behaviour
2
Dienstleistungsmarketing
2
Direktmarketing
2
E-commerce
2
Electronic Commerce
2
Konsumentenverhalten
2
Kundenorientierung
2
Marketing
2
Marketing theory
2
Marketingtheorie
2
Personal selling
2
Procurement
2
Sales management
2
Services marketing
2
Value creation
2
sales management
2
00.09.1995
1
Advertising effects
1
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6
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Article
15
Book / Working Paper
5
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Aufsatz in Zeitschrift
Bibliography included
Conference proceedings
Article in journal
16
Aufsatz im Buch
11
Book section
11
Lehrbuch
7
Aufsatzsammlung
6
Textbook
5
Collection of articles of several authors
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Sammelwerk
4
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3
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Graue Literatur
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3
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3
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3
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2
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2
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English
13
German
7
Author
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Godefroid, Peter
Jacob, Frank
Schmitz, Christian
Voeth, Markus
Naudé, Peter
21
Svensson, Göran
21
Henneberg, Stephan
18
Lindgreen, Adam
17
Kowalkowski, Christian
16
Johnston, Wesley J.
15
Backhaus, Klaus
14
Keränen, Joona
14
Sharma, Arun
14
Ulaga, Wolfgang
14
Di Benedetto, C. Anthony
12
Terho, Harri
12
Agnihotri, Raj
11
Cova, Bernard
11
Rangarajan, Deva
11
Kleinaltenkamp, Michael
10
LaPlaca, Peter J.
10
Christodoulides, George
9
Corsaro, Daniela
9
Grewal, Rajdeep
9
Homburg, Christian
9
Kumar, V.
9
Lilien, Gary L.
9
Sharma, Piyush
9
Brown, Brian P.
8
Casidy, Riza
8
Eggert, Andreas
8
Hinterhuber, Andreas
8
Høgevold, Nils M.
8
La Rocca, Antonella
8
Mora Cortez, Roberto
8
O'Cass, Aron
8
Parvinen, Petri
8
Rodríguez, Rocío
8
Snehota, Ivan
8
Tzempelikos, Nektarios
8
Zolkiewski, Judy
8
Adamson, Brent
7
Jalkala, Anne
7
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Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of marketing
2
Vahlens Handbücher der Wirtschafts- und Sozialwissenschaften
2
Controlling : Zeitschrift für erfolgsorientierte Unternehmenssteuerung
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business economics : JBE
1
Journal of business-to-business marketing
1
Journal of personal selling & sales management
1
Journal of the Academy of Marketing Science
1
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
1
Neue betriebswirtschaftliche Forschung : Nbf
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
Transfer, Werbeforschung & Praxis : Zeitschrift für Werbung, Kommunikation und Markenführung
1
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ECONIS (ZBW)
20
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20
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1
Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations
Endres, Herbert
;
Helm, Roland
;
Schmitz, Christian
; …
- In:
The journal of product innovation management : an …
40
(
2023
)
1
,
pp. 120-136
Persistent link: https://www.econbiz.de/10014291979
Saved in:
2
Improving negotiation success in B2B sales organizations : is structured negotiation management a success factor?
Mayer, Markus
;
Voeth, Markus
- In:
Journal of business economics : JBE
92
(
2022
)
2
,
pp. 163-196
Persistent link: https://www.econbiz.de/10013187195
Saved in:
3
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:
4
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:
5
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:
6
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:
7
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:
8
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:
9
The customer as enabler of value (co)-creation in the solution business
Petri, Jan
;
Jacob, Frank
- In:
Industrial marketing management : the international …
56
(
2016
),
pp. 63-72
Persistent link: https://www.econbiz.de/10011531230
Saved in:
10
Industriegütermarketing : Grundlagen des Business-to-Business-Marketings
Backhaus, Klaus
;
Voeth, Markus
-
2014
-
10., überarbeitete Auflage
Persistent link: https://www.econbiz.de/10010420099
Saved in:
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