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~person:"Homburg, Christian"
~person:"Salonen, Anna"
~subject:"Marketing management"
~subject:"Selling"
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Search: subject:"Business-to-business marketing"
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Marketing management
Selling
Business-to-business marketing
24
B-to-B-Marketing
23
Lieferantenmanagement
10
Supplier relationship management
10
Business-to-Business-Marketing
7
Verkauf
7
Beziehungsmarketing
6
Deutschland
6
Germany
6
Relationship marketing
6
Marketingmanagement
5
Salespeople
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Theorie
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Theory
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business-to-business marketing
5
Brand management
4
Bundling strategy
4
Consumer behaviour
4
Firm performance
4
Konsumentenverhalten
4
Leistungsbündel
4
Markenführung
4
Unternehmenserfolg
4
Preispolitik
3
B2B
2
Befragung
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2
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Business-to-business
2
Causality analysis
2
Customer value
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Economics of information
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Homburg, Christian
Salonen, Anna
Svensson, Göran
12
Terho, Harri
11
Agnihotri, Raj
9
Keränen, Joona
9
Kleinaltenkamp, Michael
9
Di Benedetto, C. Anthony
8
Hofmaier, Richard
8
Rangarajan, Deva
8
Lindgreen, Adam
7
Rodríguez, Rocío
7
Adamson, Brent
6
Grewal, Rajdeep
6
Høgevold, Nils M.
6
Lilien, Gary L.
6
Parvinen, Petri
6
Schmitz, Christian
6
Ulaga, Wolfgang
6
Høgevold, Nils
5
Johnson, Jeff S.
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Sharma, Arun
5
Sridhar, Shrihari
5
Alavi, Sascha
4
Blankson, Charles
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
Valla, Jean-Paul
4
Andersson, Per
3
Backhaus, Klaus
3
Blythe, Jim
3
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Industrial marketing management : the international journal for industrial and high-tech firms
3
Journal of marketing
3
Journal of the Academy of Marketing Science
2
Journal of marketing research
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
10
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1
Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri
;
Salonen, Anna
;
Yrjänen, Meri
- In:
The journal of business & industrial marketing
38
(
2023
)
2
,
pp. 337-352
Persistent link: https://www.econbiz.de/10013539269
Saved in:
2
Customer journey management capability in business-to-business markets : its bright and dark sides and overall impact on firm performance
Homburg, Christian
;
Tischer, Moritz
- In:
Journal of the Academy of Marketing Science
51
(
2023
)
5
,
pp. 1046-1074
Persistent link: https://www.econbiz.de/10014336054
Saved in:
3
Advancing value-based selling research in B2B markets : a theoretical toolbox and research agenda
Keränen, Joona
;
Totzek, Dirk
;
Salonen, Anna
;
Kienzler, …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 55-68
Persistent link: https://www.econbiz.de/10014368300
Saved in:
4
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:
5
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
Saved in:
6
Opportunities for value-based selling in an economic crisis : managerial insights from a firm boundary theory
Keränen, Joona
;
Salonen, Anna
;
Terho, Harri
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 389-395
Persistent link: https://www.econbiz.de/10012285377
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
Looking beyond the horizon : how to approach the customers' customers in business-to-business markets
Homburg, Christian
;
Wilczek, Halina
;
Hahn, Alexander
- In:
Journal of marketing
78
(
2014
)
5
,
pp. 58-77
Persistent link: https://www.econbiz.de/10010419899
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:
10
Addressing a product management's orphan : how to externally implement product eliminations in a B2B setting
Prigge, Jana-Kristin
;
Homburg, Christian
;
Fürst, Andreas
- In:
Industrial marketing management : the international …
68
(
2018
),
pp. 56-73
Persistent link: https://www.econbiz.de/10011822115
Saved in:
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