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person:"Ford, David"
~person:"Homburg, Christian"
~person:"Terho, Harri"
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Search: subject_exact:"Business marketing"
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B-to-B-Marketing
34
Business-to-business marketing
34
Beziehungsmarketing
13
Lieferantenmanagement
13
Relationship marketing
13
Supplier relationship management
13
Selling
12
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business-to-business marketing
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Ford, David
Homburg, Christian
Terho, Harri
Kleinaltenkamp, Michael
55
Backhaus, Klaus
34
Johnston, Wesley J.
22
Svensson, Göran
22
Naudé, Peter
21
Henneberg, Stephan
19
Lindgreen, Adam
19
Geiger, Ingmar
18
Baumgarth, Carsten
17
Jacob, Frank
17
Kowalkowski, Christian
17
Sharma, Arun
16
Voeth, Markus
16
Hinterhuber, Andreas
15
Ulaga, Wolfgang
15
Lilien, Gary L.
14
Pepels, Werner
14
Schmitz, Christian
14
Di Benedetto, C. Anthony
13
Grewal, Rajdeep
13
Hofmaier, Richard
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Keränen, Joona
13
Plinke, Wulff
13
Weiber, Rolf
13
Brennan, Ross
12
Cova, Bernard
12
Pförtsch, Waldemar A.
12
Agnihotri, Raj
11
Ellis, Nick
11
Kumar, V.
11
Rangarajan, Deva
11
Ahearne, Michael
10
Ehret, Michael
10
Ivens, Björn Sven
10
La Rocca, Antonella
10
LaPlaca, Peter J.
10
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10
Sridhar, Shrihari
10
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Industrial marketing management : the international journal for industrial and high-tech firms
11
Journal of marketing
4
Reihe: Wissenschaftliche Arbeitspapiere / W / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
3
Journal of the Academy of Marketing Science
2
Wissenschaftliche Arbeitspapiere / Institut für Marktorientierte Unternehmensführung, Universität Mannheim
2
Die Betriebswirtschaft : DBW
1
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1
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1
Gabler Edition Wissenschaft
1
Harvard-Business-Manager : das Wissen der Besten
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International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business-to-business marketing
1
Journal of marketing research
1
Kundenzufriedenheit : Konzepte - Methoden - Erfahrungen
1
MIT sloan management review
1
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1
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1
Rethinking marketing : developing a new understanding of markets
1
Schriftenreihe des Instituts für Marktorientierte Unternehmensführung (IMU), Universität Mannheim
1
The journal of business & industrial marketing
1
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ECONIS (ZBW)
36
USB Cologne (EcoSocSci)
5
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1
Customer journey management capability in business-to-business markets : its bright and dark sides and overall impact on firm performance
Homburg, Christian
;
Tischer, Moritz
- In:
Journal of the Academy of Marketing Science
51
(
2023
)
5
,
pp. 1046-1074
Persistent link: https://www.econbiz.de/10014336054
Saved in:
2
Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri
;
Salonen, Anna
;
Yrjänen, Meri
- In:
The journal of business & industrial marketing
38
(
2023
)
2
,
pp. 337-352
Persistent link: https://www.econbiz.de/10013539269
Saved in:
3
B2B customer journeys : conceptualization and an integrative framework
Purmonen, Arttu
;
Jaakkola, Elina
;
Terho, Harri
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 74-87
Persistent link: https://www.econbiz.de/10014433603
Saved in:
4
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
Saved in:
5
Kundenrückgewinnungsmanagement : organisationale Erfolgsfaktoren und Besonderheiten des Business-to-Business Kontexts
Gwinner, Olivia
-
2019
Persistent link: https://www.econbiz.de/10011989967
Saved in:
6
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
Saved in:
7
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
Saved in:
8
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:
9
Design and governance of multichannel sales systems : financial performance consequences in business-to-business markets
Homburg, Christian
;
Vomberg, Arnd
;
Muehlhaeuser, Stephan
- In:
Journal of marketing research
57
(
2020
)
6
,
pp. 1113-1134
Persistent link: https://www.econbiz.de/10012391114
Saved in:
10
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
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