//--> //--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Advancing value-based selling...
Similar by subject
Narrow search
Narrow search
Year of publication
From:
To:
Subject
All
Organisationstheorie
4,319
Organization theory
4,318
Business-to-business marketing
3,581
Verkauf
3,528
B-to-B-Marketing
3,523
Selling
3,205
Kundenwert
2,631
Customer value
2,570
Relationship marketing
2,533
Beziehungsmarketing
2,515
Theorie
2,134
Theory
2,125
Lieferantenmanagement
1,837
Supplier relationship management
1,837
Consumer behaviour
1,103
Konsumentenverhalten
1,095
Salespeople
1,017
Verkaufspersonal
1,013
Marketingmanagement
968
Marketing management
929
Deutschland
809
Germany
771
Marketing
740
Value creation
727
Betriebliche Wertschöpfung
719
USA
644
United States
627
Organizational change
623
Electronic Commerce
618
Organisatorischer Wandel
602
Business-to-Business-Marketing
582
Management
558
E-commerce
547
Business organization
524
Customer satisfaction
524
Unternehmensorganisation
524
Kundenzufriedenheit
509
Strategisches Management
461
Brand management
445
Markenführung
445
more ...
less ...
Online availability
All
Undetermined
4,354
Free
1,607
Type of publication
All
Article
8,821
Book / Working Paper
6,083
Journal
51
Other
10
Type of publication (narrower categories)
All
Article in journal
6,345
Aufsatz in Zeitschrift
6,345
Aufsatz im Buch
1,746
Book section
1,746
Hochschulschrift
1,116
Thesis
890
Graue Literatur
846
Non-commercial literature
846
Working Paper
554
Arbeitspapier
541
Collection of articles of several authors
467
Sammelwerk
467
Lehrbuch
334
Bibliografie enthalten
304
Bibliography included
304
Aufsatzsammlung
292
Textbook
291
research-article
267
Case study
257
Fallstudie
257
Ratgeber
151
Guidebook
134
Konferenzschrift
98
Reprint
87
Dissertation u.a. Prüfungsschriften
74
conceptual-paper
69
Conference proceedings
60
Handbook
57
Handbuch
57
Glossar enthalten
47
Glossary included
47
Conference paper
46
Konferenzbeitrag
46
Collection of articles written by one author
43
Sammlung
43
Systematic review
34
Übersichtsarbeit
34
review
29
Article
28
review-article
28
more ...
less ...
Language
All
English
11,378
German
3,091
Undetermined
363
French
65
Polish
22
Swedish
19
Spanish
12
Russian
11
Italian
9
Danish
8
Dutch
7
Hungarian
5
Lithuanian
3
Finnish
2
Croatian
2
Norwegian
2
Portuguese
2
Romanian
2
Slovenian
2
Indonesian
1
Slovak
1
more ...
less ...
Author
All
Kleinaltenkamp, Michael
64
Kumar, V.
51
Homburg, Christian
44
Foss, Nicolai J.
41
Clegg, Stewart
40
Backhaus, Klaus
35
Madhani, Pankaj M.
31
Walgenbach, Peter
30
Ahearne, Michael
29
Johnston, Wesley J.
29
Belz, Christian
26
Agnihotri, Raj
25
Rajagopal
25
Sharma, Arun
25
Svensson, Göran
25
Bauer, Hans H.
24
Kieser, Alfred
24
Marshall, Greg W.
24
Schreyögg, Georg
23
Hinterhuber, Andreas
22
Jacob, Frank
22
Krafft, Manfred
22
Schmitz, Christian
22
Eggert, Andreas
21
Geiger, Ingmar
21
Henneberg, Stephan
21
Kowalkowski, Christian
21
Naudé, Peter
21
Pepels, Werner
21
Williamson, Oliver E.
21
Albers, Sönke
20
Baumgarth, Carsten
20
Lee, Nick
20
Lindgreen, Adam
20
Ulaga, Wolfgang
20
Keränen, Joona
19
Rangarajan, Deva
19
Alavi, Sascha
18
Brunsson, Nils
18
Cron, William L.
18
more ...
less ...
Institution
All
Springer Fachmedien Wiesbaden
83
National Bureau of Economic Research
18
Edward Elgar Publishing
16
American Marketing Association
15
Escuela de Graduados en Administración Pública y Políticas Públicas (EGAP), Instituto Tecnológico y de Estudios Superiores de Monterrey (ITESM)
12
Springer Gabler <Firma>
12
Verlag Dr. Kovač
10
EconWPA
9
Fachverlag für Wirtschafts- und Steuerrecht Schäffer <Stuttgart>
9
Books on Demand GmbH <Norderstedt>
8
De Gruyter Oldenbourg
6
Haufe-Lexware GmbH & Co. KG
6
Instituttet for Industriøkonomi og Virksomhedsstrategi <Kopenhagen>
6
National Industrial Conference Board
6
Wiley-VCH
6
Erasmus Research Institute of Management
5
Shaker Verlag
5
Université Paris-Dauphine (Paris IX)
5
European Association for Industrial Marketing Research
4
GABAL-Verlag GmbH
4
Helmut-Schmidt-Universität
4
Springer-Verlag GmbH
4
AMA Winter Academic Conference <2023, Nashville, Tenn.>
3
AMA Winter Academic Conference <2023, Online>
3
Ekonomiska forskningsinstitutet <Stockholm>
3
Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
3
Erasmus Research Institute of Management (ERIM), Erasmus Universiteit Rotterdam
3
Europäische Kommission / Statistisches Amt
3
Friedrich-Schiller-Universität Jena
3
Gesellschaft Entwicklung, Konstruktion, Vertrieb
3
Gottfried Wilhelm Leibniz Universität Hannover
3
Harvard Graduate School of Business Administration
3
Technische Universität Chemnitz / Lehrstuhl für Organisation und Arbeitswissenschaft
3
Tredition GmbH <Hamburg>
3
Universität <Augsburg> / Lehrstuhl für BWL, Wirtschaftsinformatik,Informations- & Finanzmanagement
3
Universität Mannheim
3
Verlag Franz Vahlen
3
Volkswirtschaftliche Fakultät, Ludwig-Maximilians-Universität München
3
Walter de Gruyter GmbH & Co. KG
3
epubli GmbH
3
more ...
less ...
Published in...
All
Industrial marketing management : the international journal for industrial and high-tech firms
737
The journal of business & industrial marketing
309
Journal of business research : JBR
247
SpringerLink / Bücher
208
Organization studies : an international multidisciplinary journal devoted to the study of organizations, organizing, and the organized in and between societies
147
Journal of business-to-business marketing
137
The journal of personal selling & sales management : JPSSM
126
Journal of Business & Industrial Marketing
83
Journal of the Academy of Marketing Science
79
Journal of marketing
77
Journal of retailing and consumer services
69
Springer eBook Collection
64
Organization science : a journal of the Institute for Operations Research and the Management Sciences ; bridging disciplines to advance knowledge of organizations
61
Gabler Edition Wissenschaft
60
Journal of personal selling & sales management : JPSSM
59
Springer eBook Collection / Business and Economics
54
Journal of management inquiry
51
The Academy of Management review : AMR
51
Research
50
Journal of strategic marketing
44
Research in the sociology of organizations
44
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
42
Europäische Hochschulschriften / 5
41
International journal of hospitality management
40
Organization : the critical journal of organization, theory and society
40
The service industries journal
40
European journal of marketing : EJM
39
Die Betriebswirtschaft : DBW
38
Management science : journal of the Institute for Operations Research and the Management Sciences
38
Handbook of business-to-business marketing
35
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
35
Harvard business review : HBR
34
The Oxford handbook of sociology and organization studies : classical foundations
33
Journal of marketing management : MM
32
European management journal
31
Human relations
31
Journal of Organizational Change Management
29
Journal of marketing research : JMR
29
Emerald insight
28
Harvard-Business-Manager : das Wissen der Besten
28
more ...
less ...
Source
All
ECONIS (ZBW)
13,296
USB Cologne (EcoSocSci)
873
Other ZBW resources
451
RePEc
225
EconStor
49
BASE
43
USB Cologne (business full texts)
20
OLC EcoSci
5
ArchiDok
3
more ...
less ...
Showing
1
-
10
of
14,965
Sort
relevance
articles prioritized
date (newest first)
date (oldest first)
1
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
Saved in:
2
Value-based
selling
: an organizational capability perspective
Töytäri, Pekka
;
Rajala, Risto
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 101-112
Persistent link: https://www.econbiz.de/10010530571
Saved in:
3
Effectiveness of value calculators in B2B sales work : challenges at the sales-call level
Pöyry, Essi
;
Parvinen, Petri
;
Martens, Jonas
- In:
Journal of business research : JBR
126
(
2021
),
pp. 350-360
Persistent link: https://www.econbiz.de/10012494256
Saved in:
4
Value champions in business markets : four role configurations
Keränen, Joona
;
Liozu, Stephan
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 84-96
Persistent link: https://www.econbiz.de/10012212037
Saved in:
5
Embracing uncertainty in value-based
selling
by means of design thinking
Luotola, Hanna
;
Hellström, Magnus
;
Gustafsson, Magnus
; …
- In:
Industrial marketing management : the international …
65
(
2017
),
pp. 59-75
Persistent link: https://www.econbiz.de/10011774967
Saved in:
6
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
Saved in:
7
Value quantification capabilities in industrial markets
Hinterhuber, Andreas
- In:
Journal of business research : JBR
76
(
2017
),
pp. 163-178
Persistent link: https://www.econbiz.de/10011713611
Saved in:
8
How salespeople adapt communication of customer value propositions in business markets
Bischoff, Pirmin
;
Hogreve, Jens
;
Elgeti, Laura
; …
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 226-242
Persistent link: https://www.econbiz.de/10014433432
Saved in:
9
Value-based
selling
capability : antecedents and implications for B2B sales performance
Liu, Yanzhe
;
Zhao, Xiaoyu
;
Wang, Tao
- In:
Journal of business-to-business marketing
30
(
2023
)
4
,
pp. 395-418
Persistent link: https://www.econbiz.de/10014447809
Saved in:
10
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:
1
2
3
4
5
6
7
8
9
10
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->