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~person:"Rangarajan, Deva"
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B-to-B-Marketing
11
Business-to-business marketing
11
Salespeople
8
Verkaufspersonal
8
Selling
7
Verkauf
7
Lieferantenmanagement
6
Supplier relationship management
6
Beziehungsmarketing
3
Consumer behaviour
3
Konsumentenverhalten
3
Relationship marketing
3
Sales management
3
Beschaffung
2
Business ethics
2
Buyer-seller relationship
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Decision theory
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Economic ethics
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Entscheidungstheorie
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Ethics
2
Ethik
2
Procurement
2
Sales
2
Social Web
2
Social web
2
Unternehmensethik
2
Wirtschaftsethik
2
Adaptive sales force
1
Adaptive selling
1
B2B
1
B2B marketing ethics
1
B2B organizations
1
B2B sales
1
Betriebliche Wertschöpfung
1
Business-to-business
1
Business-to-business ethics
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COVID-19 pandemic
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English
11
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Rangarajan, Deva
Kleinaltenkamp, Michael
55
Backhaus, Klaus
34
Homburg, Christian
24
Johnston, Wesley J.
22
Naudé, Peter
21
Svensson, Göran
21
Henneberg, Stephan
19
Baumgarth, Carsten
18
Geiger, Ingmar
18
Lindgreen, Adam
18
Jacob, Frank
17
Kowalkowski, Christian
16
Sharma, Arun
16
Voeth, Markus
16
Hinterhuber, Andreas
15
Grewal, Rajdeep
14
Lilien, Gary L.
14
Schmitz, Christian
14
Ulaga, Wolfgang
14
Brennan, Ross
13
Hofmaier, Richard
13
Keränen, Joona
13
Pepels, Werner
13
Plinke, Wulff
13
Weiber, Rolf
13
Cova, Bernard
12
Di Benedetto, C. Anthony
12
Pförtsch, Waldemar A.
12
Terho, Harri
12
Agnihotri, Raj
11
Ahearne, Michael
11
Ellis, Nick
11
Kumar, V.
11
Binckebanck, Lars
10
Ivens, Björn Sven
10
La Rocca, Antonella
10
LaPlaca, Peter J.
10
Snehota, Ivan
10
Sridhar, Shrihari
10
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Industrial marketing management : the international journal for industrial and high-tech firms
5
The journal of business & industrial marketing
2
Business horizons
1
European journal of marketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of personal selling & sales management
1
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ECONIS (ZBW)
11
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Customer success management, customer health, and retention in B2B industries
Hochstein, Bryan W.
;
Voorhees, Clay M.
;
Pratt, Alexander B.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
4
,
pp. 912-932
Persistent link: https://www.econbiz.de/10014451313
Saved in:
2
To be or not to be : a review of the (un)ethical salespeople literature
Anand, Amitabh
;
Bowen, Melanie
;
Rangarajan, Deva
- In:
The journal of business & industrial marketing
38
(
2023
)
9
,
pp. 1837-1851
Persistent link: https://www.econbiz.de/10014333358
Saved in:
3
The role of ethics in
business-to-business
marketing
: an exploratory review and research agenda
Anand, Amitabh
;
Bowen, Melanie
;
Spivack, April J.
; …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 421-438
Persistent link: https://www.econbiz.de/10014455290
Saved in:
4
The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital
Itani, Omar S.
;
Badrinarayanan, Vishag
;
Rangarajan, Deva
- In:
European journal of marketing
57
(
2023
)
3
,
pp. 683-717
Persistent link: https://www.econbiz.de/10014225997
Saved in:
5
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
6
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
7
Examining supplier, buyer, and customer triads : the critical role of conflict in interaction processes and product/service innovations
Fletcher-Chen, Chavi Chi-Yun
;
Sharma, Arun
;
Rangarajan, Deva
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 337-352
Persistent link: https://www.econbiz.de/10014230619
Saved in:
8
Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force
Rangarajan, Deva
;
Sharma, Arun
;
Lyngdoh, Teidorlang
; …
- In:
Business horizons
64
(
2021
)
5
,
pp. 647-658
Persistent link: https://www.econbiz.de/10012990356
Saved in:
9
Social media in B2B sales : why and when does salesperson social media usage affect salesperson performance?
Bowen, Melanie
;
Lai-Bennejean, Christine
;
Haas, Alexander
; …
- In:
Industrial marketing management : the international …
96
(
2021
),
pp. 166-182
Persistent link: https://www.econbiz.de/10013194594
Saved in:
10
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
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