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~person:"Schmitz, Christian"
~type_genre:"Article in journal"
~type_genre:"Ratgeber"
~type_genre:"Übersichtsarbeit"
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Search: subject_exact:"Business-to-business marketing"
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B-to-B-Marketing
9
Business-to-business marketing
9
Salespeople
8
Verkaufspersonal
8
Selling
6
Verkauf
6
Beziehungsmarketing
3
Relationship marketing
3
business-to-business marketing
3
Lieferantenmanagement
2
Personal selling
2
Sales management
2
Supplier relationship management
2
sales management
2
Arbeitszufriedenheit
1
Betriebliche Wertschöpfung
1
Bundling strategy
1
Business services
1
Confidence
1
Consumer behaviour
1
Customer orientation
1
Deutschland
1
Digitalisierung
1
Digitization
1
Distribution channel
1
Distrust
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Druckmaschine
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E-commerce
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Electronic Commerce
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Emotion
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Führungskräfte
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Führungsstil
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Germany
1
Heidelberger Druckmaschinen-Aktiengesellschaft
1
Incentives
1
Industrial service share
1
Industrie
1
Innovation
1
Innovation adoption
1
Innovation diffusion
1
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Article in journal
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Schmitz, Christian
Naudé, Peter
21
Svensson, Göran
21
Henneberg, Stephan
18
Lindgreen, Adam
17
Johnston, Wesley J.
16
Kowalkowski, Christian
16
Sharma, Arun
14
Ulaga, Wolfgang
14
Keränen, Joona
13
Di Benedetto, C. Anthony
12
Terho, Harri
12
Agnihotri, Raj
11
Cova, Bernard
11
Rangarajan, Deva
11
Homburg, Christian
10
LaPlaca, Peter J.
10
Backhaus, Klaus
9
Christodoulides, George
9
Corsaro, Daniela
9
Grewal, Rajdeep
9
Kumar, V.
9
Lilien, Gary L.
9
Mora Cortez, Roberto
9
Sharma, Piyush
9
Adamson, Brent
8
Brown, Brian P.
8
Casidy, Riza
8
Eggert, Andreas
8
Hinterhuber, Andreas
8
Høgevold, Nils M.
8
Kleinaltenkamp, Michael
8
La Rocca, Antonella
8
O'Cass, Aron
8
Parvinen, Petri
8
Rodríguez, Rocío
8
Snehota, Ivan
8
Zolkiewski, Judy
8
Jalkala, Anne
7
Kindström, Daniel
7
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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 business-to-business marketing
1
Journal of personal selling & sales management
1
Journal of the Academy of Marketing Science
1
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
1
The journal of product innovation management : an international publication of the Product Development & Management Association
1
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ECONIS (ZBW)
9
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1
Do business customers perceive what salespeople believe? : perceptions of salesperson adoption of innovations
Endres, Herbert
;
Helm, Roland
;
Schmitz, Christian
; …
- In:
The journal of product innovation management : an …
40
(
2023
)
1
,
pp. 120-136
Persistent link: https://www.econbiz.de/10014291979
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
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
4
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:
5
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:
6
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:
7
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:
8
Cross-divisional orientation : antecedents and effects on cross-selling success
Malms, Oliver
;
Schmitz, Christian
- In:
Journal of business-to-business marketing
18
(
2011
)
3
,
pp. 253-275
Persistent link: https://www.econbiz.de/10009348562
Saved in:
9
"Vertriebsorganisation eines Lösungsanbieters im Investitionsgütergeschäft - Heidelberg Deutschland"
Walz, Dietmar
;
Schmitz, Christian
- In:
Marketing review St. Gallen : Marketingfachzeitschrift …
25
(
2008
)
3
,
pp. 4-5
Persistent link: https://www.econbiz.de/10003719218
Saved in:
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