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Search: subject:"Solution selling"
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Subject
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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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Online availability
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Undetermined
17
Free
3
Type of publication
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Article
21
Book / Working Paper
1
Type of publication (narrower categories)
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Article in journal
21
Aufsatz in Zeitschrift
21
Collection of articles of several authors
1
Collection of articles written by one author
1
Hochschulschrift
1
Sammelwerk
1
Sammlung
1
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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...
All
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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11
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20
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22
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11
Outcome-based contracting from the customers' perspective : a means-end chain analytical exploration
Schäfers, Tobias
;
Ruffer, Stefan
;
Böhm, Eva
- In:
Industrial marketing management : the international …
93
(
2021
),
pp. 466-481
Persistent link: https://www.econbiz.de/10012501919
Saved in:
12
Identifying, analyzing, and finding solutions to the sales lead black hole : a design science approach
Borgh, Michel van der
;
Xu, Juan
;
Sikkenk, Marin
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 136-151
Persistent link: https://www.econbiz.de/10012285344
Saved in:
13
Service-sales ambidexterity : evidence, practice, and opportunities for future research
Ruyter, Ko de
;
Keeling, Debbie Isobel
;
Yu, Ting
- In:
Journal of service research
23
(
2020
)
1
,
pp. 13-21
Persistent link: https://www.econbiz.de/10012183571
Saved in:
14
Drivers and outcomes of salespersons' value opportunity recognition competence in
solution
selling
Böhm, Eva
;
Eggert, Andreas
;
Terho, Harri
;
Ulaga, Wolfgang
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
3
,
pp. 180-197
Persistent link: https://www.econbiz.de/10012313072
Saved in:
15
Sales communication competence in international B2B
solution
selling
Koponen, Jonna
;
Julkunen, Saara
;
Asai, Akiko
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 238-252
Persistent link: https://www.econbiz.de/10012128066
Saved in:
16
Integrating services into solution offerings in the sales work of project-based firms
Momeni, Khadijeh
;
Martinsuo, Miia
- In:
International journal of project management : the …
37
(
2019
)
8
,
pp. 956-967
Persistent link: https://www.econbiz.de/10012146111
Saved in:
17
Solution sales process blueprinting
Rabetino, Rodrigo
;
Ogundipe, Samuel Johnson
; …
- In:
International journal of business environment : IJBE
10
(
2018
)
2
,
pp. 132-159
Persistent link: https://www.econbiz.de/10011990877
Saved in:
18
Aligning sales and operations management : an agenda for inquiry
Rangarajan, Devarajan
;
Sharma, Arun
;
Paesbrugghe, Bert
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 220-240
Persistent link: https://www.econbiz.de/10011917844
Saved in:
19
The role of a solutions salesperson : reducing uncertainty and fostering adaptiveness
Ulaga, Wolfgang
;
Kohli, Ajay Kumar
- In:
Industrial marketing management : the international …
69
(
2018
),
pp. 161-168
Persistent link: https://www.econbiz.de/10011822564
Saved in:
20
Transforming from service providers to solution providers : implications for provider-customer relationships and customer-induced solution innovation
Hoeber, Bjoern
;
Schaarschmidt, Mario
- In:
International journal of technology management : IJTM
73
(
2017
)
1/3
,
pp. 65-90
Persistent link: https://www.econbiz.de/10011690950
Saved in:
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