Narrow search
Showing 1 - 10 of 12
Cover Image
The nature of customer portfolios : towards new understanding of firms' exchange contexts
Terho, Harri; Halinen, Aino - In: Journal of business-to-business marketing 19 (2012) 4, pp. 335-366
Persistent link: https://www.econbiz.de/10009714639
Cover Image
"It's almost like taking the sales out of selling" : towards a conceptualization of value-based selling in business markets
Terho, Harri; Haas, Alexander; Eggert, Andreas; Ulaga, … - In: Industrial marketing management : the international … 41 (2012) 1, pp. 174-185
Persistent link: https://www.econbiz.de/10009513191
Cover Image
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
Cover Image
Measuring B2B social selling : key activities, antecedents and performance outcomes
Terho, Harri; Giovannetti, Marta; Cardinali, Silvio - In: Industrial marketing management : the international … 101 (2022), pp. 208-222
Persistent link: https://www.econbiz.de/10013197771
Cover Image
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
Cover Image
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
Cover Image
Opportunities for value-based selling in an economic crisis : managerial insights from a firm boundary theory
Keränen, Joona; Salonen, Anna; Terho, Harri - In: Industrial marketing management : the international … 88 (2020), pp. 389-395
Persistent link: https://www.econbiz.de/10012285377
Cover Image
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
Cover Image
Selling value in business markets : individual and organizational factors for turning the idea into action
Terho, Harri; Eggert, Andreas; Ulaga, Wolfgang; Haas, … - In: Industrial marketing management : the international … 66 (2017), pp. 42-55
Persistent link: https://www.econbiz.de/10011775966
Cover Image
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