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~person:"Godefroid, Peter"
~person:"Kemper, Anne Christin"
~person:"Schmitz, Christian"
~subject:"Theory"
~subject:"Verkauf"
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Search: subject:"B-to-B-Marketing"
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Theory
Verkauf
B-to-B-Marketing
17
Business-to-business marketing
17
Salespeople
9
Verkaufspersonal
9
Business-to-Business-Marketing
8
Investitionsgütermarketing
7
Beziehungsmarketing
6
Relationship marketing
6
Selling
6
Deutschland
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Germany
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Lieferantenmanagement
3
Supplier relationship management
3
business-to-business marketing
3
Brand management
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Business services
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Customer value
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Direktmarketing
2
Erfolgsfaktor
2
Internet marketing
2
Klein- und Mittelbetrieb
2
Kundenmanagement
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Kundenwert
2
Leistungsbündel
2
Markenführung
2
Online-Marketing
2
Personal selling
2
Physical distribution
2
Sales management
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Success factor
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Theorie
2
Unternehmensdienstleistung
2
Vertrieb
2
sales management
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Godefroid, Peter
Kemper, Anne Christin
Schmitz, Christian
Kleinaltenkamp, Michael
19
Backhaus, Klaus
16
Svensson, Göran
12
Terho, Harri
9
Homburg, Christian
7
Rangarajan, Deva
7
Rodríguez, Rocío
7
Adamson, Brent
6
Agnihotri, Raj
6
Høgevold, Nils M.
6
Keränen, Joona
6
Parvinen, Petri
6
Plinke, Wulff
6
Sharma, Arun
6
Høgevold, Nils
5
Johnson, Jeff S.
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Salonen, Anna
5
Alavi, Sascha
4
Albers, Sönke
4
Borgh, Michel van der
4
Corsaro, Daniela
4
Dingus, Rebecca
4
Fließ, Sabine
4
Friend, Scott B.
4
Kliche, Mario
4
Koponen, Jonna
4
Lippold, Dirk
4
Maggioni, Isabella
4
Martin, Jennifer S.
4
Möller, K. E. Kristian
4
Rodriguez, Michael
4
Strothmann, Karl-Heinz
4
Voeth, Markus
4
Weiber, Rolf
4
Andersson, Per
3
Badrinarayanan, Vishag
3
Bush, Alan J.
3
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Institution
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Institut für Markt- und Distributionsforschung <Köln>
1
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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
Reihe: Marketing : MAR
1
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ECONIS (ZBW)
8
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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
Saved in:
7
Strategische Markenpolitik im Investitionsgüterbereich
Kemper, Anne Christin
-
2000
Persistent link: https://www.econbiz.de/10001513313
Saved in:
8
Markenpolitik im Investitionsgüterbereich : dargestellt am Beispiel eines Halbfabrikateherstellers aus der Metallindustrie
Kemper, Anne Christin
;
Geerdes, Christian
-
1997
Persistent link: https://www.econbiz.de/10000984884
Saved in:
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