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~person:"Homburg, Christian"
~person:"Schmitz, Christian"
~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
30
B-to-B-Marketing
29
Salespeople
12
Verkaufspersonal
12
Lieferantenmanagement
11
Supplier relationship management
11
Beziehungsmarketing
10
Relationship marketing
10
Business-to-Business-Marketing
9
Verkauf
9
Deutschland
8
Germany
8
business-to-business marketing
8
Bundling strategy
5
Consumer behaviour
5
Konsumentenverhalten
5
Leistungsbündel
5
Brand management
4
Erfolgsfaktor
4
Firm performance
4
Markenführung
4
Marketingmanagement
4
Success factor
4
Theorie
4
Theory
4
Unternehmenserfolg
4
Kundenmanagement
3
Preismanagement
3
Preispolitik
3
Pricing strategy
3
sales management
3
Arbeitszufriedenheit
2
Befragung
2
Brand
2
Brand image
2
Business services
2
Causality analysis
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12
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12
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English
12
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Homburg, Christian
Schmitz, Christian
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
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
Salonen, Anna
4
Valla, Jean-Paul
4
Andersson, Per
3
Backhaus, Klaus
3
Blythe, Jim
3
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Published in...
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Journal of marketing
5
Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of the Academy of Marketing Science
2
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 : JPSSM
1
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ECONIS (ZBW)
12
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1
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:
2
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:
3
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 : JPSSM
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
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
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:
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
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
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:
9
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:
10
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:
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