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isPartOf:"Business-to-Business-Kommunikation : neue Entwicklungen im B-to-B-Marketing"
~isPartOf:"Journal of marketing theory and practice"
~isPartOf:"Journal of marketing"
~subject:"Verkaufspersonal"
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Search: subject_exact:"B2B-Marketing"
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Verkaufspersonal
B-to-B-Marketing
60
Business-to-business marketing
60
Beziehungsmarketing
11
Lieferantenmanagement
11
Relationship marketing
11
Salespeople
11
Supplier relationship management
11
business-to-business marketing
9
Deutschland
8
Germany
8
Marketing management
8
Marketingmanagement
8
Selling
7
Verkauf
7
Brand management
6
Customer value
6
Kundenwert
6
Markenführung
6
Market segmentation
5
Marktsegmentierung
5
Portfolio selection
5
Portfolio-Management
5
Internet marketing
4
Online-Marketing
4
USA
4
United States
4
Viral marketing
4
Virales Marketing
4
Bundling strategy
3
Erfolgsfaktor
3
Innovation management
3
Innovationsmanagement
3
Leistungsbündel
3
Success factor
3
sales management
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Agency theory
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11
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Homburg, Christian
2
Hughes, Douglas E.
2
Lam, Son K.
2
Lilien, Gary L.
2
Schmitz, Christian
2
Ahearne, Michael
1
Alavi, Sascha
1
Badrinarayanan, Vishag
1
Bolander, Willy
1
Borgh, Michel van der
1
Crecelius, Andrew T.
1
Ferris, Gerald R.
1
Frieß, Maximilian
1
Grewal, Rajdeep
1
Habel, Johannes
1
Hahn, Alexander
1
Hohenberg, Sebastian
1
Jensen, Ove
1
Laverie, Debra A.
1
Lawrence, Justin M.
1
Lee, You-Cheong
1
Nijssen, E. J.
1
Ogilvie, Jessica L.
1
Panagopoulos, Nikolaos G.
1
Rapp, Adam A.
1
Satornino, Cinthia B.
1
Scheer, Lisa K.
1
Shi, Huanhuan
1
Sridhar, Shrihari
1
Xu, Juan
1
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Business-to-Business-Kommunikation : neue Entwicklungen im B-to-B-Marketing
Journal of marketing theory and practice
Journal of marketing
Industrial marketing management : the international journal for industrial and high-tech firms
50
The journal of business & industrial marketing
26
Journal of business research : JBR
16
Journal of business-to-business marketing
15
The journal of personal selling & sales management : JPSSM
11
Journal of personal selling & sales management
7
Journal of the Academy of Marketing Science
7
Handbook of business-to-business marketing
6
Harvard business review : HBR
3
Harvard-Business-Manager : das Wissen der Besten
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
3
SpringerLink / Bücher
3
Advances in business strategy and competitive advantage (ABSCA) book series
2
Applied Marketing Science / Angewandte Marketingforschung
2
Asia Pacific journal of marketing and logistics
2
Beiträge zur empirischen Marketing- und Vertriebsforschung
2
Business Guides on the Go
2
Business horizons
2
European business review
2
European journal of marketing
2
European research on management and business economics
2
International journal of logistics : research and applications
2
Journal of marketing theory and practice : JMTP
2
Journal of retailing and consumer services
2
Naše gospodarstvo : NG
2
The Oxford handbook of strategic sales and sales management
2
American journal of business : applying research to practice ; AJB
1
Australasian marketing journal
1
Brand the Future : systematische Markenentwicklung im B2B
1
Cogent business & management
1
Columbia Business School Research Paper Forthcoming
1
Context and semantics for knowledge management : technologies for personal productivity
1
Gabler Rresearch
1
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
1
Innovation in pricing : contemporary theories and best practices
1
International business and economics research journal
1
International business development : a concise textbook focusing on international B-to-B contexts
1
International business review : the official journal of the European International Business Academy
1
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ECONIS (ZBW)
11
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1
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:
2
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
3
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
4
Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
81
(
2017
)
2
,
pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
Saved in:
5
Salesperson solution involvement and sales performance : the contingent role of supplier firm and customer-supplier relationship characteristics
Panagopoulos, Nikolaos G.
;
Rapp, Adam A.
;
Ogilvie, …
- In:
Journal of marketing
81
(
2017
)
4
,
pp. 144-164
Persistent link: https://www.econbiz.de/10011734912
Saved in:
6
Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian
;
Homburg, Christian
- In:
Journal of marketing
80
(
2016
)
2
,
pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
Saved in:
7
Social networks within sales organizations : their development and importance for salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Hughes, Douglas E.
- In:
Journal of marketing
79
(
2015
)
6
,
pp. 1-16
Persistent link: https://www.econbiz.de/10011410739
Saved in:
8
Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian
;
Lee, You-Cheong
;
Lilien, Gary L.
- In:
Journal of marketing
78
(
2014
)
3
,
pp. 1-19
Persistent link: https://www.econbiz.de/10010360457
Saved in:
9
The role of manufacturers' salespeople in inducing brand advocacy by retail sales associates
Badrinarayanan, Vishag
;
Laverie, Debra A.
- In:
Journal of marketing theory and practice
21
(
2013
)
1
,
pp. 57-70
Persistent link: https://www.econbiz.de/10009729469
Saved in:
10
How to organize pricing? : vertical delegation and horizontal dispersion of pricing authority
Homburg, Christian
;
Jensen, Ove
;
Hahn, Alexander
- In:
Journal of marketing
76
(
2012
)
5
,
pp. 49-69
Persistent link: https://www.econbiz.de/10009782920
Saved in:
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