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Search: subject:"Solution Selling"
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Selling
16
Verkauf
16
Salespeople
11
Verkaufspersonal
11
B-to-B-Marketing
10
Business-to-business marketing
10
Solution selling
8
Lieferantenmanagement
7
Supplier relationship management
7
solution selling
7
Bundling strategy
6
Leistungsbündel
6
Beziehungsmarketing
4
Relationship marketing
4
Solution Selling
3
Artificial intelligence
2
Communication
2
Digitalisierung
2
Digitization
2
Distribution channel
2
Einzelhandel
2
Internal communication
2
Interne Kommunikation
2
Kommunikation
2
Künstliche Intelligenz
2
Marketing management
2
Marketingmanagement
2
Retail trade
2
Servitization
2
Strategic management
2
Strategisches Management
2
Value-based selling
2
Vertrieb
2
Vertriebsweg
2
Agency theory
1
Ambidextrous organization
1
Außendienst
1
B2B sales relationships
1
B2B solution selling
1
B2B solution selling process
1
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Undetermined
17
Free
3
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Article
21
Book / Working Paper
1
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Article in journal
21
Aufsatz in Zeitschrift
21
Collection of articles of several authors
1
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1
Hochschulschrift
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Language
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English
21
German
1
Author
All
Borgh, Michel van der
3
Nijssen, E. J.
3
Böhm, Eva
2
Julkunen, Saara
2
Koponen, Jonna
2
Ulaga, Wolfgang
2
Xu, Juan
2
Asai, Akiko
1
Bachrach, Daniel G.
1
Bonetti, Francesca
1
Boute, Robert N.
1
Classen, Moritz
1
Eggert, Andreas
1
Friedli, Thomas
1
Friend, Scott B.
1
Guenzi, Paolo
1
Haas, Alexander
1
Hoeber, Bjoern
1
Keeling, Debbie Isobel
1
Kohli, Ajay Kumar
1
Kohtamäki, Marko
1
Lam, Son K.
1
Levihn, Fabian
1
Levihn, Ulrika
1
Löffler, Carolin
1
Martinsuo, Miia
1
Momeni, Khadijeh
1
Montecchi, Matteo
1
Mullins, Ryan
1
Nickell, David
1
Ogilvie, Jessica
1
Ogundipe, Samuel Johnson
1
Paesbrugghe, Bert
1
Panagopoulos, Nikolaos
1
Plangger, Kirk
1
Poeppelbuss, Jens
1
Rabetino, Rodrigo
1
Rangarajan, Devarajan
1
Rapp, Adam
1
Ruffer, Stefan
1
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Published in...
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Industrial marketing management : the international journal for industrial and high-tech firms
6
European journal of marketing
3
The journal of personal selling & sales management : JPSSM
2
HMD : Praxis der Wirtschaftsinformatik
1
International journal of business environment : IJBE
1
International journal of project management : the journal of The International Project Management Association
1
International journal of technology management : IJTM
1
Journal of business research : JBR
1
Journal of business-to-business marketing
1
Journal of marketing
1
Journal of personal selling & sales management : JPSSM
1
Journal of service research
1
Nordic journal of business : NJB
1
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ECONIS (ZBW)
22
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1
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10
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22
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date (oldest first)
1
Umdenken beim Verkauf von Business-to-Business-Lösungen : Integration von Marketing, Vertrieb und Customer Success Management
Löffler, Carolin
;
Poeppelbuss, Jens
- In:
HMD : Praxis der Wirtschaftsinformatik
61
(
2024
)
3
,
pp. 609-622
Persistent link: https://www.econbiz.de/10015050545
Saved in:
2
Understanding value creation through digital and in-person communication in
solution
selling
process
Julkunen, Saara
;
Koponen, Jonna
;
Nickell, David
- In:
Nordic journal of business : NJB
71
(
2022
)
1
,
pp. 5-25
Persistent link: https://www.econbiz.de/10013327278
Saved in:
3
The relationship between digital
solution
selling
and value-based selling : a motivation-opportunity-ability (MOA) perspective
Guenzi, Paolo
;
Nijssen, E. J.
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 745-770
Persistent link: https://www.econbiz.de/10014226008
Saved in:
4
Engaging the sales force in digital
solution
selling
: how sales control systems resolve agency problems to create and capture superior value
Tienken, Christoph
;
Classen, Moritz
;
Friedli, Thomas
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 794-833
Persistent link: https://www.econbiz.de/10014226013
Saved in:
5
How and should firms motivate salesperson effort across a multi-brand portfolio?
Mullins, Ryan
;
Swain, Scott
;
Friend, Scott B.
- In:
Journal of business research : JBR
158
(
2023
),
pp. 1-14
Persistent link: https://www.econbiz.de/10014281043
Saved in:
6
Sharing of selling functions in distribution channels and distributor outcomes : the role of
solution
selling
capabilities and uncertainty
Sa Vinhas, Alberto
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 271-285
Persistent link: https://www.econbiz.de/10014433435
Saved in:
7
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
8
Creating discursive channels : generating and disseminating impactful research insights into the strategic sales enablement of retail technology
Montecchi, Matteo
;
Bonetti, Francesca
;
Plangger, Kirk
; …
- In:
European journal of marketing
56
(
2022
)
9
,
pp. 2515-2532
Persistent link: https://www.econbiz.de/10013457367
Saved in:
9
Dealing with privacy concerns in product-service system selling : value-based selling as fair treatment practice
Nijssen, E. J.
;
Borgh, Michel van der
;
Totzek, Dirk
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 60-71
Persistent link: https://www.econbiz.de/10013494036
Saved in:
10
Reinventing the customer shopping experience : value (co-)creation, shopping motivations and typologies in curated fashion retailing
Sebald, Anna Kathrin
-
2018
Persistent link: https://www.econbiz.de/10011974137
Saved in:
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