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~person:"Homburg, Christian"
~person:"Kumar, V."
~person:"Schmitz, Christian"
~subject:"Verkauf"
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Search: subject:"Business-to-business marketing"
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Verkauf
Business-to-business marketing
41
B-to-B-Marketing
40
Beziehungsmarketing
15
Lieferantenmanagement
15
Relationship marketing
15
Supplier relationship management
15
Salespeople
12
Verkaufspersonal
12
Business-to-Business-Marketing
9
Selling
9
business-to-business marketing
9
Deutschland
8
Germany
8
Brand management
6
Customer value
6
Kundenwert
6
Markenführung
6
Marketing management
6
Marketingmanagement
6
Bundling strategy
5
Consumer behaviour
5
Konsumentenverhalten
5
Leistungsbündel
5
Theorie
5
Theory
5
Erfolgsfaktor
4
Firm performance
4
Success factor
4
Unternehmenserfolg
4
Brand image
3
Direktmarketing
3
Kundenmanagement
3
Markenimage
3
Preismanagement
3
Preispolitik
3
Pricing strategy
3
sales management
3
Arbeitszufriedenheit
2
Befragung
2
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English
9
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Homburg, Christian
Kumar, V.
Schmitz, Christian
Svensson, Göran
12
Terho, Harri
9
Rangarajan, Deva
7
Rodríguez, Rocío
7
Adamson, Brent
6
Agnihotri, Raj
6
Høgevold, Nils M.
6
Keränen, Joona
6
Parvinen, Petri
6
Høgevold, Nils
5
Johnson, Jeff S.
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Sharma, Arun
5
Alavi, Sascha
4
Borgh, Michel van der
4
Corsaro, Daniela
4
Dingus, Rebecca
4
Friend, Scott B.
4
Koponen, Jonna
4
Lippold, Dirk
4
Maggioni, Isabella
4
Martin, Jennifer S.
4
Rodriguez, Michael
4
Salonen, Anna
4
Andersson, Per
3
Bush, Alan J.
3
Dixon, Matthew
3
Echchakoui, Saïd
3
Geiger, Ingmar
3
Grewal, Rajdeep
3
Habel, Johannes
3
Heinrich, Stephan
3
Itani, Omar S.
3
Julkunen, Saara
3
Kleinaltenkamp, Michael
3
Krush, Michael T.
3
Lilien, Gary L.
3
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Journal of marketing
4
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 marketing research
1
Journal of personal selling & sales management
1
Journal of the Academy of Marketing Science
1
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ECONIS (ZBW)
9
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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
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:
3
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:
4
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:
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
Design and governance of multichannel sales systems : financial performance consequences in business-to-business markets
Homburg, Christian
;
Vomberg, Arnd
;
Muehlhaeuser, Stephan
- In:
Journal of marketing research
57
(
2020
)
6
,
pp. 1113-1134
Persistent link: https://www.econbiz.de/10012391114
Saved in:
7
Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian
;
Homburg, Christian
- In:
Journal of marketing
80
(
2016
)
2
,
pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
Saved in:
8
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:
9
How to organize pricing? : vertical delegation and horizontal dispersion of pricing authority
Homburg, Christian
;
Jensen, Ove
;
Hahn, Alexander
- In:
Journal of marketing
76
(
2012
)
5
,
pp. 49-69
Persistent link: https://www.econbiz.de/10009782920
Saved in:
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