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~person:"Parvinen, Petri"
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Search: subject_exact:"Industrial marketing"
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B-to-B-Marketing
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Parvinen, Petri
Kleinaltenkamp, Michael
55
Backhaus, Klaus
36
Homburg, Christian
22
Johnston, Wesley J.
22
Svensson, Göran
22
Naudé, Peter
21
Henneberg, Stephan
19
Kowalkowski, Christian
19
Geiger, Ingmar
18
Lindgreen, Adam
18
Baumgarth, Carsten
17
Jacob, Frank
17
Lilien, Gary L.
17
Voeth, Markus
17
Hinterhuber, Andreas
16
Sharma, Arun
16
Ulaga, Wolfgang
15
Grewal, Rajdeep
14
Keränen, Joona
14
Schmitz, Christian
14
Brennan, Ross
13
Cova, Bernard
13
Hofmaier, Richard
13
Pepels, Werner
13
Plinke, Wulff
13
Weiber, Rolf
13
Di Benedetto, C. Anthony
12
Ellis, Nick
12
Kumar, V.
12
Pförtsch, Waldemar A.
12
Terho, Harri
12
Agnihotri, Raj
11
Ehret, Michael
11
Ivens, Björn Sven
11
Rangarajan, Deva
11
Sridhar, Shrihari
11
Zolkiewski, Judy
11
Ahearne, Michael
10
Albers, Sönke
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La Rocca, Antonella
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Industrial marketing management : the international journal for industrial and high-tech firms
3
The journal of business & industrial marketing
2
Journal of business research : JBR
1
Journal of marketing management : JMM ; journal of the Academy of Marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
8
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1
Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi
;
Parvinen, Petri
;
Martens, Jonas
- In:
Journal of business research : JBR
126
(
2021
),
pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
Saved in:
2
Engaged, but with what? : objects of engagement in technology-aided B2B customer interactions
Pöyry, Essi
;
Parvinen, Petri
;
Mattila, Osmo
; …
- In:
Journal of marketing management : JMM ; journal of the …
36
(
2020
)
3/4
,
pp. 334-360
Persistent link: https://www.econbiz.de/10012249033
Saved in:
3
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
4
Special section on from strategy frameworks to value-in-use : implementing strategies and theories of B2B marketing and sales management
Parvinen, Petri
;
Möller, K. E. Kristian
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 3-116
Persistent link: https://www.econbiz.de/10010530551
Saved in:
5
Complexity of sales situation and sales lead performance : an empirical study in business-to-business company
Virtanen, Tatu
;
Parvinen, Petri
;
Rollins, Minna
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 49-58
Persistent link: https://www.econbiz.de/10010530579
Saved in:
6
An impact-oriented implementation approach in business marketing research : introduction to the special issue on "implementing strategies and theories of B2B marketing and sales ma...
Möller, K. E. Kristian
;
Parvinen, Petri
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 3-11
Persistent link: https://www.econbiz.de/10010530588
Saved in:
7
Sales activity systematization and performance : differences between product and service firms
Parvinen, Petri
;
Aspara, Jaakko
;
Kajalo, Sami
; …
- In:
The journal of business & industrial marketing
28
(
2013
)
6
,
pp. 494-505
Persistent link: https://www.econbiz.de/10009790089
Saved in:
8
Bridging the theory to application gap in value-based selling
Töytäri, Pekka
;
Alejandro, Thomas Brashear
;
Parvinen, …
- In:
The journal of business & industrial marketing
26
(
2011
)
7
,
pp. 493-502
Persistent link: https://www.econbiz.de/10009410788
Saved in:
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