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~isPartOf:"Industrial marketing management : the international journal for industrial and high-tech firms"
~language:"eng"
~person:"La Rocca, Antonella"
~person:"Terho, Harri"
~subject:"Beziehungsmarketing"
~subject:"Social Web"
~type_genre:"Article in journal"
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13
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La Rocca, Antonella
Terho, Harri
Agnihotri, Raj
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Naudé, Peter
9
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Itani, Omar S.
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Jaakkola, Elina
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Johnston, Wesley J.
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Keränen, Joona
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Krush, Michael T.
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Lacoste, Sylvie
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Nyadzayo, Munyaradzi W.
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Prior, Daniel D.
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Ritter, Thomas
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Ruyter, Ko de
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Brodie, Roderick J.
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Gu, Flora Fang
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Kingshott, Russel P. J.
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Industrial marketing management : the international journal for industrial and high-tech firms
Journal of business research : JBR
2
Management decision : MD
2
Journal of business market management : JBM
1
Journal of business-to-business marketing
1
Journal of the Academy of Marketing Science
1
MIT sloan management review
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The journal of business & industrial marketing
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ECONIS (ZBW)
16
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1
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:
2
Decisions when interacting in customer-supplier relationships
Guercini, Simone
;
La Rocca, Antonella
;
Snehota, Ivan
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 380-387
Persistent link: https://www.econbiz.de/10013494059
Saved in:
3
Digital content marketing in business markets : activities, consequences, and contingencies along the customer journey
Terho, Harri
;
Mero, Joel
;
Siutla, Lotta
;
Jaakkola, Elina
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 294-310
Persistent link: https://www.econbiz.de/10013494024
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
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
Saved in:
6
Customer reference marketing : conceptualization, measurement and link to selling performance
Terho, Harri
;
Jalkala, Anne
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 175-186
Persistent link: https://www.econbiz.de/10011738522
Saved in:
7
Practice theory and the study of interaction in business relationships : some methodological implications
La Rocca, Antonella
;
Hoholm, Thomas
;
Mørk, Bjørn Erik
- In:
Industrial marketing management : the international …
60
(
2017
),
pp. 187-195
Persistent link: https://www.econbiz.de/10011672099
Saved in:
8
Customer involvement in new product development in B2B : the role of sales
La Rocca, Antonella
;
Moscatelli, Paolo
;
Perna, Andrea
; …
- In:
Industrial marketing management : the international …
58
(
2016
),
pp. 45-57
Persistent link: https://www.econbiz.de/10011549366
Saved in:
9
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:
10
Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie
;
La Rocca, Antonella
- In:
Industrial marketing management : the international …
46
(
2015
),
pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
Saved in:
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