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~isPartOf:"Journal of marketing"
~isPartOf:"Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~subject:"Agency theory"
~subject:"Kundenwert"
~subject:"Theory"
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Search: subject:"B-to-B-Marketing"
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Agency theory
Kundenwert
Theory
B-to-B-Marketing
60
Business-to-business marketing
60
Lieferantenmanagement
22
Supplier relationship management
22
Salespeople
21
Verkaufspersonal
21
Beziehungsmarketing
19
Relationship marketing
19
business-to-business marketing
13
Selling
12
Verkauf
12
Marketing management
9
Marketingmanagement
9
Customer value
7
Theorie
6
Market segmentation
5
Marktsegmentierung
5
Portfolio selection
5
Portfolio-Management
5
USA
5
United States
5
sales management
5
Confidence
4
Preismanagement
4
Pricing strategy
4
Vertrauen
4
pricing
4
Consumer behaviour
3
Distribution channel
3
Erfolgsfaktor
3
Konsumentenverhalten
3
Physical distribution
3
Success factor
3
Vertrieb
3
Vertriebsweg
3
Viral marketing
3
Virales Marketing
3
relationship marketing
3
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Article
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14
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English
14
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Bolton, Ruth N.
4
Hutt, Michael D.
4
Tarasi, Crina O.
4
Walker, Beth A.
4
Billett, Matthew T.
2
Kumar, V.
2
Lam, Son K.
2
Selnes, Fred
2
Anderson, Erin
1
Bhaskaran, Sreekumar R.
1
Borg, Susanne Wiatr
1
Borgh, Michel van der
1
Bornemann, Torsten
1
Chintagunta, Pradeep K.
1
Colm, Laura
1
Coughlan, Anne T.
1
Crecelius, Andrew T.
1
Gilbert, Stephen M.
1
Iacobucci, Dawn
1
Johnston, Wesley J.
1
Lawrence, Justin M.
1
Leone, Robert P.
1
Luo, Anita
1
Nijssen, E. J.
1
Ordanini, Andrea
1
Petersen, J. Andrew
1
Rouziès, Dominique
1
Scheer, Lisa K.
1
Singh, Shubhranshu
1
Sriram, S.
1
Xu, Juan
1
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Journal of marketing
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
The journal of personal selling & sales management : JPSSM
Industrial marketing management : the international journal for industrial and high-tech firms
52
Gabler Edition Wissenschaft
20
The journal of business & industrial marketing
17
Europäische Hochschulschriften / 5
11
Journal of business-to-business marketing
11
Gabler Edition Wissenschaft / Business-to-Business-Marketing
9
Journal of business research : JBR
9
SpringerLink / Bücher
9
Entwicklungen des Investitionsgütermarketing
6
Neue betriebswirtschaftliche Forschung : Nbf
5
Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management
5
Springer eBook Collection / Business and Economics
5
Vahlens Handbücher der Wirtschafts- und Sozialwissenschaften
5
Beiträge zum Controlling
4
DUV / Wirtschaftswissenschaft
4
Gabler-Edition Wissenschaft
4
Gabler-Edition Wissenschaft / Business-to-Business-Marketing
4
Innovation in pricing : contemporary theories and best practices
4
Marketing theory
4
Marktleistung und Wettbewerb : strategische und operative Perspektiven der marktorientierten Leistungsgestaltung; Werner H. Engelhardt zum 65. Geburtstag
4
Research
4
Schriften zum innovativen Marketing
4
Technischer Vertrieb
4
Berichte aus der Betriebswirtschaft
3
Business-to-Business-Marketing : Berliner Reihe ; Arbeitspapiere
3
Creating and managing superior customer value
3
Journal of customer behaviour
3
Kompetenztransfer im Investitionsgütermarketing
3
Netzwerkansätze im Business-to-Business-Marketing : Beschaffung, Absatz und Implementierung neuer Technologien
3
Schriftenreihe Schwerpunkt Marketing / Arbeitspapier
3
Arbeitspapiere des Betriebswirtschaftlichen Instituts für Anlagen und Systemtechnologien
2
Birkbeck working papers in economics and finance : BWPEF
2
Business relationship management and marketing
2
Business-to-Business-Marketing
2
Die Betriebswirtschaft : DBW
2
Die Kausalanalyse : ein Instrument der empirischen betriebswirtschaftlichen Forschung
2
Dissertation.de
2
Effektives Customer Relationship Management : Instrumente - Einführungskonzepte - Organisation
2
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ECONIS (ZBW)
14
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1
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14
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1
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
2
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
3
Dynamic governance matching in solution development
Colm, Laura
;
Ordanini, Andrea
;
Bornemann, Torsten
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 105-124
Persistent link: https://www.econbiz.de/10012176453
Saved in:
4
Competition in corruptible markets
Singh, Shubhranshu
- In:
Marketing science : the marketing journal of the …
36
(
2017
)
3
,
pp. 361-381
Persistent link: https://www.econbiz.de/10011695434
Saved in:
5
The IPS-EQ model : interpersonal skills and emotional intelligence in a sales process
Borg, Susanne Wiatr
;
Johnston, Wesley J.
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
1
,
pp. 39-51
Persistent link: https://www.econbiz.de/10009717207
Saved in:
6
Defining, measuring, and managing business reference value
Kumar, V.
;
Petersen, J. Andrew
;
Leone, Robert P.
- In:
Journal of marketing
77
(
2013
)
1
,
pp. 68-86
Persistent link: https://www.econbiz.de/10009725654
Saved in:
7
Balancing risk and return in a customer portfolio
Tarasi, Crina O.
;
Bolton, Ruth N.
;
Hutt, Michael D.
; …
- In:
Journal of marketing
75
(
2011
)
3
,
pp. 1-17
Persistent link: https://www.econbiz.de/10009159910
Saved in:
8
Assessing the effect of marketing investments in a business marketing context
Kumar, V.
;
Sriram, S.
;
Luo, Anita
;
Chintagunta, Pradeep K.
- In:
Marketing science : the marketing journal of the …
30
(
2011
)
5
,
pp. 924-940
Persistent link: https://www.econbiz.de/10009384003
Saved in:
9
A comment on "Balancing risk and return in a customer portfolio"
Selnes, Fred
- In:
Journal of marketing
75
(
2011
)
3
,
pp. 18-20
Persistent link: https://www.econbiz.de/10009261627
Saved in:
10
"Balancing risk and return in a customer portfolio" : a reply
Tarasi, Crina O.
;
Bolton, Ruth N.
;
Hutt, Michael D.
; …
- In:
Journal of marketing
75
(
2011
)
3
,
pp. 23-26
Persistent link: https://www.econbiz.de/10009266646
Saved in:
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