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~person:"Terho, Harri"
~person:"Wieseke, Jan"
~subject:"B-to-B-Marketing"
~subject:"Emotion"
~subject:"Erfolgsfaktor"
~type_genre:"Article in journal"
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Search: "Customer relationship management"
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B-to-B-Marketing
Emotion
Erfolgsfaktor
Beziehungsmarketing
35
Relationship marketing
35
Salespeople
16
Verkaufspersonal
16
Selling
12
Verkauf
12
Consumer behaviour
10
Konsumentenverhalten
10
Marketing management
10
Marketingmanagement
10
Business-to-business marketing
9
Customer satisfaction
8
Kundenzufriedenheit
8
Dienstleistungsqualität
5
Service quality
5
Firm performance
4
Deutschland
3
Germany
3
Lieferantenmanagement
3
Reisevermittler
3
Success factor
3
Supplier relationship management
3
Travel agency
3
Unternehmenserfolg
3
Willingness to pay
3
Zahlungsbereitschaftsanalyse
3
customer satisfaction
3
personal selling
3
Außendienst
2
Customer value
2
Dienstleistungsmarketing
2
Dienstleistungssektor
2
Digital marketing
2
Employee retention
2
Field sales force
2
Internet marketing
2
Kundenwert
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12
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Article in journal
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12
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English
12
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Terho, Harri
Wieseke, Jan
Svensson, Göran
13
Itani, Omar S.
8
Han, Heesup
7
Keränen, Joona
7
Kowalkowski, Christian
7
Agnihotri, Raj
6
Babin, Barry J.
6
Casidy, Riza
6
Folse, Judith Anne Garretson
6
Homburg, Christian
6
Naudé, Peter
6
Rangarajan, Deva
6
Wirtz, Bernd W.
6
Ahn, Jiseon
5
Barnes, Donald C.
5
Chen, Annie Huiling
5
Gil Saura, Irene
5
Hochstein, Bryan
5
Hur, Won-Moo
5
Peng, Norman
5
Qu, Hailin
5
Schwepker, Charles H. <Jr.>
5
Akrout, Houcine
4
Alnawas, Ibrahim
4
Andersen, Poul Houman
4
Back, Ki-Joon
4
Bock, Dora E.
4
Burton, Jamie
4
Bush, Alan J.
4
Cai, Ruiying
4
Chatterjee, Sheshadri
4
Good, Megan C.
4
Groth, Markus
4
Hussain, Khalid
4
Høgevold, Nils
4
Jalkala, Anne
4
Junaid, Muhammad
4
Kleinaltenkamp, Michael
4
Kumar, V.
4
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Industrial marketing management : the international journal for industrial and high-tech firms
6
Journal of the Academy of Marketing Science
2
Journal of service research : JSR
1
MIT sloan management review
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
12
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1
B2B customer journeys : conceptualization and an integrative framework
Purmonen, Arttu
;
Jaakkola, Elina
;
Terho, Harri
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 74-87
Persistent link: https://www.econbiz.de/10014433603
Saved in:
2
Three ways to sell value in B2B markets
Keränen, Joona
;
Terho, Harri
;
Saurama, Antti
- In:
MIT sloan management review
62
(
2021
)
1
,
pp. 64-70
Persistent link: https://www.econbiz.de/10012643333
Saved in:
3
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
4
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:
5
Advancing social media driven sales research : establishing conceptual foundations for B-to-B social selling
Ancillai, Chiara
;
Terho, Harri
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 293-308
Persistent link: https://www.econbiz.de/10012128082
Saved in:
6
The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
Alavi, Sascha
;
Habel, Johannes
;
Schmitz, Christian
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
3
,
pp. 323-343
Persistent link: https://www.econbiz.de/10011963039
Saved in:
7
Customer reference marketing : conceptualization, measurement and link to selling performance
Terho, Harri
;
Jalkala, Anne
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 175-186
Persistent link: https://www.econbiz.de/10011738522
Saved in:
8
The role and impact of firm's strategic orientations on launch performance : significance of relationship orientation
Matikainen, Minna
;
Terho, Harri
;
Parvinen, Petri
; …
- In:
The journal of business & industrial marketing
31
(
2016
)
5
,
pp. 625-639
Persistent link: https://www.econbiz.de/10011564319
Saved in:
9
Outward-looking and future-oriented customer value potential management : the sales force value appropriation role
Balboni, Bernardo
;
Terho, Harri
- In:
Industrial marketing management : the international …
53
(
2016
),
pp. 181-193
Persistent link: https://www.econbiz.de/10011448275
Saved in:
10
It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Ahearne, Michael
;
Haumann, Till
;
Kraus, Florian
; …
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
6
,
pp. 625-648
Persistent link: https://www.econbiz.de/10010209594
Saved in:
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