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~isPartOf:"CESifo working papers"
~isPartOf:"Economic modelling"
~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~person:"Terho, Harri"
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B-to-B-Marketing
4
Business-to-business marketing
4
Customer value
4
Kundenwert
4
Selling
4
Verkauf
4
Beziehungsmarketing
3
Marketing management
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Marketingmanagement
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Constructive research approach
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Multilevel modeling
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Performance-based contracting
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Terho, Harri
Eggert, Andreas
11
Keränen, Joona
10
Kleinaltenkamp, Michael
10
Nam, Chang-woon
10
Frow, Pennie
9
Payne, Adrian
9
Agrawal, David R.
7
Lindgreen, Adam
7
Pesaran, M. Hashem
6
Aarikka-Stenroos, Leena
5
Caporale, Guglielmo Maria
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Cnossen, Sijbren
5
Haas, Alexander
5
Matthyssens, Paul
5
Steinhoff, Lena
5
Ulaga, Wolfgang
5
Whalley, John
5
Ahlfeldt, Gabriel M.
4
Becker, Sascha O.
4
Corsaro, Daniela
4
Di Benedetto, C. Anthony
4
Felbermayr, Gabriel
4
Osmundsen, Petter
4
Rajala, Risto
4
Richter, Wolfram F.
4
Weber, Michael
4
Auer, Raphael A.
3
Brodie, Roderick J.
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Christodoulides, George
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Fernandes, Ana Margarida
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Frey, Bruno S.
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Gupta, Suraksha
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Hess, Gregory D.
3
Ivens, Björn Sven
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Jaakkola, Elina
3
Kienzler, Mario
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Kind, Hans Jarle
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König, Tobias
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CESifo working papers
Economic modelling
Industrial marketing management : the international journal for industrial and high-tech firms
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ECONIS (ZBW)
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1
Selling
value
in business markets : individual and organizational factors for turning the idea into action
Terho, Harri
;
Eggert, Andreas
;
Ulaga, Wolfgang
;
Haas, …
- In:
Industrial marketing management : the international …
66
(
2017
),
pp. 42-55
Persistent link: https://www.econbiz.de/10011775966
Saved in:
2
Outward-looking and future-oriented customer
value
potential management : the sales force
value
appropriation role
Balboni, Bernardo
;
Terho, Harri
- In:
Industrial marketing management : the international …
53
(
2016
),
pp. 181-193
Persistent link: https://www.econbiz.de/10011448275
Saved in:
3
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:
4
Gain-sharing in performance-based contracting : how risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement
Keränen, Joona
;
Kienzler, Mario
;
Salonen, Anna
;
Terho, …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 172-184
Persistent link: https://www.econbiz.de/10014454886
Saved in:
5
"It's almost like taking the sales out of selling" : towards a conceptualization of
value
-based selling in business markets
Terho, Harri
;
Haas, Alexander
;
Eggert, Andreas
;
Ulaga, …
- In:
Industrial marketing management : the international …
41
(
2012
)
1
,
pp. 174-185
Persistent link: https://www.econbiz.de/10009513191
Saved in:
6
How sales strategy translates into performance : the role of salesperson customer orientation and
value
-based selling
Terho, Harri
;
Eggert, Andreas
;
Haas, Alexander
;
Ulaga, …
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 12-21
Persistent link: https://www.econbiz.de/10010530587
Saved in:
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