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subject:"Strategic management"
~person:"Rangarajan, Deva"
~subject:"Consumer behaviour"
~subject:"Supplier relationship management"
~type_genre:"Aufsatz in Zeitschrift"
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Strategic management
Consumer behaviour
Supplier relationship management
Selling
11
Verkauf
11
Salespeople
10
Verkaufspersonal
10
B-to-B-Marketing
7
Business-to-business marketing
7
Lieferantenmanagement
4
Sales management
4
Beschaffung
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Konsumentenverhalten
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Procurement
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Beziehungsmarketing
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Buyer-seller relationship
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Organisatorischer Wandel
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Organizational change
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Relationship marketing
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Sales
2
Sales enablement
2
Sales organization
2
Salesforce
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sales performance
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Adaptive sales force
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Attitude toward change
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B2B
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B2B organizations
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B2B sales
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Betriebliche Wertschöpfung
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Business ethics
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COVID-19 pandemic
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Coronavirus
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Cross-cultural management
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Cross-functional alignment
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Cross-selling
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Aufsatz in Zeitschrift
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Rangarajan, Deva
Svensson, Göran
11
Høgevold, Nils M.
6
Rodríguez, Rocío
6
Agnihotri, Raj
5
Bush, Alan J.
5
Parvinen, Petri
5
Pullins, Ellen
5
Corsaro, Daniela
4
Høgevold, Nils
4
Johnson, Jeff S.
4
Lane, Nikala
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Maggioni, Isabella
4
Otero-Neira, Carmen
4
Paesbrugghe, Bert
4
Sharma, Arun
4
Terho, Harri
4
Ulaga, Wolfgang
4
Alavi, Sascha
3
Haas, Alexander
3
Habel, Johannes
3
Hochstein, Bryan
3
Julkunen, Saara
3
Koponen, Jonna
3
Moncrief, William C.
3
Roberts-Lombard, Mornay
3
Schmitz, Christian
3
Viio, Paul
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Amenuvor, Fortune Edem
2
Boateng, Henry
2
Bonney, Leff
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Cao, Qingning
2
Cespedes, Frank V.
2
Cron, William L.
2
DeCarlo, Thomas E.
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Dubinsky, Alan J.
2
Eggert, Andreas
2
Ferro-Soto, Carlos
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Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of personal selling & sales management
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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1
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:
2
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:
3
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:
4
Personal selling and the purchasing function : where do we go from here?
Paesbrugghe, Bert
;
Sharma, Arun
;
Rangarajan, Deva
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 123-143
Persistent link: https://www.econbiz.de/10011936261
Saved in:
5
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Sharma, Arun
; …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
Saved in:
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