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~isPartOf:"Journal of marketing"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~subject:"Agency theory"
~subject:"Konsumentenverhalten"
~subject:"Kundenwert"
~subject:"Theory"
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Search: subject:"B-to-B-Marketing"
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Agency theory
Konsumentenverhalten
Kundenwert
Theory
B-to-B-Marketing
51
Business-to-business marketing
51
Salespeople
21
Verkaufspersonal
21
Beziehungsmarketing
18
Lieferantenmanagement
18
Relationship marketing
18
Supplier relationship management
18
Selling
12
Verkauf
12
business-to-business marketing
9
Customer value
6
Market segmentation
5
Marketing management
5
Marketingmanagement
5
Marktsegmentierung
5
Portfolio selection
5
Portfolio-Management
5
USA
5
United States
5
sales management
5
Confidence
4
Vertrauen
4
Consumer behaviour
3
Erfolgsfaktor
3
Physical distribution
3
Success factor
3
Theorie
3
Vertrieb
3
relationship marketing
3
trust
3
Arbeitsleistung
2
Arbeitsverhalten
2
Bundling strategy
2
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2
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2
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1
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1
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14
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All
Bolton, Ruth N.
4
Hutt, Michael D.
4
Tarasi, Crina O.
4
Walker, Beth A.
4
Billett, Matthew T.
2
Lam, Son K.
2
Selnes, Fred
2
Anderson, Erin
1
Borg, Susanne Wiatr
1
Borgh, Michel van der
1
Bornemann, Torsten
1
Colm, Laura
1
Coughlan, Anne T.
1
Crecelius, Andrew T.
1
Friend, Scott B.
1
Hahn, Alexander
1
Homburg, Christian
1
Iacobucci, Dawn
1
Johnson, Jeff S.
1
Johnston, Wesley J.
1
Kumar, V.
1
Lawrence, Justin M.
1
Leone, Robert P.
1
McFarland, Richard G.
1
Nijssen, E. J.
1
Ordanini, Andrea
1
Parvinen, Petri
1
Petersen, J. Andrew
1
Pöyry, Essi
1
Rouziès, Dominique
1
Scheer, Lisa K.
1
Wilczek, Halina
1
Xu, Juan
1
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Journal of marketing
The journal of personal selling & sales management : JPSSM
Industrial marketing management : the international journal for industrial and high-tech firms
96
The journal of business & industrial marketing
39
Gabler Edition Wissenschaft
20
Journal of business research : JBR
19
Journal of business-to-business marketing
18
SpringerLink / Bücher
12
Europäische Hochschulschriften / 5
11
Gabler Edition Wissenschaft / Business-to-Business-Marketing
9
Entwicklungen des Investitionsgütermarketing
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
6
Research
6
Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management
6
Springer eBook Collection / Business and Economics
6
Neue betriebswirtschaftliche Forschung : Nbf
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
Journal of customer behaviour
4
Journal of personal selling & sales management
4
Journal of relationship marketing : innovations and enhancements for customer service, relations, and satisfaction
4
Journal of the Academy of Marketing Science
4
Marketing intelligence & planning
4
Marketing theory
4
Marktleistung und Wettbewerb : strategische und operative Perspektiven der marktorientierten Leistungsgestaltung; Werner H. Engelhardt zum 65. Geburtstag
4
Schriften zum innovativen Marketing
4
Springer eBook Collection
4
Technischer Vertrieb
4
The service industries journal
4
Berichte aus der Betriebswirtschaft
3
Business-to-Business-Marketing
3
Business-to-Business-Marketing : Berliner Reihe ; Arbeitspapiere
3
Creating and managing superior customer value
3
European journal of marketing : EJM
3
Journal of retailing and consumer services
3
Kompetenztransfer im Investitionsgütermarketing
3
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
3
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ECONIS (ZBW)
14
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1
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10
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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
Familiarity breeds contempt : perceived service and sales complacency in business-to-business relationships
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 42-60
Persistent link: https://www.econbiz.de/10011690133
Saved in:
5
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
6
Looking beyond the horizon : how to approach the customers' customers in business-to-business markets
Homburg, Christian
;
Wilczek, Halina
;
Hahn, Alexander
- In:
Journal of marketing
78
(
2014
)
5
,
pp. 58-77
Persistent link: https://www.econbiz.de/10010419899
Saved in:
7
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:
8
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:
9
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:
10
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:
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