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person:"Diller, Hermann"
~person:"Plinke, Wulff"
~person:"Rangarajan, Deva"
~source:"econis"
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Search: subject_exact:"Industriegütermarketing"
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B-to-B-Marketing
26
Business-to-business marketing
26
Lieferantenmanagement
12
Supplier relationship management
12
Investitionsgütermarketing
9
Salespeople
8
Verkauf
8
Verkaufspersonal
8
Selling
7
Marketingmanagement
6
Theorie
6
Theory
6
Beziehungsmarketing
5
Marketing management
5
Physical distribution
5
Relationship marketing
5
Vertrieb
5
Angebotsbearbeitung
3
Auftragsabwicklung
3
Beschaffung
3
Betriebliche Wertschöpfung
3
Beziehungsmanagement
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Consumer behaviour
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Contract
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Financial Engineering
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Financial engineering
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Inter-firm cooperation
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Konsumentenverhalten
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Negotiation techniques
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Order processing
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Procurement
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Project management
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Projektmanagement
3
Sales management
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Unternehmenskooperation
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Value creation
3
Verhandlungstechnik
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Vertrag
3
Business ethics
2
Business process management
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English
19
German
10
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Diller, Hermann
Plinke, Wulff
Rangarajan, Deva
Kleinaltenkamp, Michael
55
Backhaus, Klaus
38
Johnston, Wesley J.
22
Naudé, Peter
21
Svensson, Göran
21
Henneberg, Stephan
19
Geiger, Ingmar
18
Lindgreen, Adam
18
Homburg, Christian
17
Kowalkowski, Christian
17
Sharma, Arun
16
Voeth, Markus
16
Baumgarth, Carsten
15
Hinterhuber, Andreas
15
Ulaga, Wolfgang
15
Hofmaier, Richard
14
Jacob, Frank
14
Grewal, Rajdeep
13
Keränen, Joona
13
Lilien, Gary L.
13
Pepels, Werner
13
Weiber, Rolf
13
Cova, Bernard
12
Di Benedetto, C. Anthony
12
Schmitz, Christian
12
Terho, Harri
12
Agnihotri, Raj
11
Ehret, Michael
11
Kumar, V.
11
Snehota, Ivan
11
Ahearne, Michael
10
Brennan, Ross
10
La Rocca, Antonella
10
LaPlaca, Peter J.
10
Sridhar, Shrihari
10
Woodside, Arch G.
10
Belz, Christian
9
Christodoulides, George
9
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Springer-Verlag GmbH
1
Wissenschaftliche Gesellschaft für Innovatives Marketing
1
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Industrial marketing management : the international journal for industrial and high-tech firms
5
SpringerLink / Bücher
4
Technischer Vertrieb
4
Springer Texts in Business and Economics
3
Springer texts in business and economics
3
Business relationship management and marketing
2
The journal of business & industrial marketing
2
Business horizons
1
Engineering online library
1
Entwicklungen des Investitionsgütermarketing
1
European journal of marketing
1
Innovationen für das Industriegütermarketing : Festschrift für Professor Dr. Dr. h. c. Klaus Backhaus zum 60. Geburtstag
1
Innovatives Industriegütermarketing
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of personal selling & sales management
1
Marketing : ZFP ; journal of research and management
1
Marketingforschung aktuell
1
Springer eBook Collection / Business and Economics
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Springer eBook Collection / Business and Management
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ECONIS (ZBW)
USB Cologne (EcoSocSci)
3
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date (oldest first)
1
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
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