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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~isPartOf:"Research"
~isPartOf:"SpringerLink / Bücher"
~subject:"Verkauf"
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Search: subject:"Value"
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Verkauf
Value creation
303
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301
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172
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158
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127
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119
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119
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Terho, Harri
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2
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Industrial marketing management : the international journal for industrial and high-tech firms
Research
SpringerLink / Bücher
Journal of business research : JBR
5
Journal of the Academy of Marketing Science
4
European journal of marketing
3
Journal of retailing and consumer services
3
The journal of business & industrial marketing
3
The journal of personal selling & sales management : JPSSM
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1
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1
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1
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1
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1
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1
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1
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Journal of consumer policy : consumer issues in law, economics and behavioural sciences
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ECONIS (ZBW)
20
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1
B2B service sales on a digital multi-sided platform : transformation from
value
chains to
value
networks
Heikinheimo, Minna
;
Hautamäki, Pia
;
Julkunen, Saara
; …
- In:
Industrial marketing management : the international …
116
(
2024
),
pp. 26-39
Persistent link: https://www.econbiz.de/10014456183
Saved in:
2
How salespeople adapt communication of customer
value
propositions in business markets
Bischoff, Pirmin
;
Hogreve, Jens
;
Elgeti, Laura
; …
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 226-242
Persistent link: https://www.econbiz.de/10014433432
Saved in:
3
Value
champions in business markets : four role configurations
Keränen, Joona
;
Liozu, Stephan
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 84-96
Persistent link: https://www.econbiz.de/10012212037
Saved in:
4
Advancing
value
-based selling research in B2B markets : a theoretical toolbox and research agenda
Keränen, Joona
;
Totzek, Dirk
;
Salonen, Anna
;
Kienzler, …
- In:
Industrial marketing management : the international …
111
(
2023
),
pp. 55-68
Persistent link: https://www.econbiz.de/10014368300
Saved in:
5
Embracing uncertainty in
value
-based selling by means of design thinking
Luotola, Hanna
;
Hellström, Magnus
;
Gustafsson, Magnus
; …
- In:
Industrial marketing management : the international …
65
(
2017
),
pp. 59-75
Persistent link: https://www.econbiz.de/10011774967
Saved in:
6
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:
7
Rhetoric in customer referencing : fortifying sales arguments in two start-up companies
Ruokolainen, Jari
;
Aarikka-Stenroos, Leena
- In:
Industrial marketing management : the international …
54
(
2016
),
pp. 188-202
Persistent link: https://www.econbiz.de/10011478793
Saved in:
8
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:
9
Value
-based selling : an organizational capability perspective
Töytäri, Pekka
;
Rajala, Risto
- In:
Industrial marketing management : the international …
45
(
2015
),
pp. 101-112
Persistent link: https://www.econbiz.de/10010530571
Saved in:
10
Reflections on "social media : influencing customer satisfaction in B2B sales" and a research agenda
Nunan, Daniel
;
Sibai, Olivier
;
Schivinski, Bruno
; …
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 31-36
Persistent link: https://www.econbiz.de/10011963365
Saved in:
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