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~isPartOf:"Journal of marketing"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~subject:"Agency theory"
~subject:"Kundenwert"
~subject:"Theory"
~subject:"Verkauf"
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Search: subject:"B-to-B-Marketing"
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Agency theory
Kundenwert
Theory
Verkauf
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
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
Konsumentenverhalten
3
Physical distribution
3
Success factor
3
Theorie
3
Vertrieb
3
relationship marketing
3
trust
3
Arbeitsleistung
2
Arbeitsverhalten
2
Bundling strategy
2
Business network
2
Corporate culture
2
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Article
22
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22
Case study
1
Collection of articles of several authors
1
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1
Sammelwerk
1
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English
22
Author
All
Bolton, Ruth N.
4
Hutt, Michael D.
4
Tarasi, Crina O.
4
Walker, Beth A.
4
Billett, Matthew T.
2
Homburg, Christian
2
Lam, Son K.
2
Lilien, Gary L.
2
Schmitz, Christian
2
Selnes, Fred
2
Alavi, Sascha
1
Amin, Mohammad Sakif
1
Anderson, Erin
1
Bachrach, Daniel G.
1
Borg, Susanne Wiatr
1
Borgh, Michel van der
1
Bornemann, Torsten
1
Colm, Laura
1
Coughlan, Anne T.
1
Crecelius, Andrew T.
1
DeCarlo, Thomas E.
1
Friend, Scott B.
1
Frieß, Maximilian
1
Grewal, Rajdeep
1
Habel, Johannes
1
Hahn, Alexander
1
Hansen, John D.
1
Hohenberg, Sebastian
1
Hughes, Douglas E.
1
Iacobucci, Dawn
1
Jensen, Ove
1
Johnson, Jeff S.
1
Johnston, Wesley J.
1
Krishnan, Vijaykumar
1
Kumar, V.
1
Lawrence, Justin M.
1
Lee, You-Cheong
1
Leone, Robert P.
1
Lund, Donald J.
1
McFarland, Richard G.
1
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Published in...
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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
101
The journal of business & industrial marketing
36
Journal of business research : JBR
21
Gabler Edition Wissenschaft
20
Journal of business-to-business marketing
20
SpringerLink / Bücher
14
Europäische Hochschulschriften / 5
11
Gabler Edition Wissenschaft / Business-to-Business-Marketing
9
Journal of personal selling & sales management
9
Journal of the Academy of Marketing Science
8
Springer eBook Collection / Business and Economics
7
Entwicklungen des Investitionsgütermarketing
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
5
Marketing theory
5
Neue betriebswirtschaftliche Forschung : Nbf
5
Research
5
Schriftenreihe Merkur : Schriften zum innovativen Marketing-Management
5
Vahlens Handbücher der Wirtschafts- und Sozialwissenschaften
5
Beiträge zum Controlling
4
Berichte aus der Betriebswirtschaft
4
DUV / Wirtschaftswissenschaft
4
Gabler-Edition Wissenschaft
4
Gabler-Edition Wissenschaft / Business-to-Business-Marketing
4
Harvard business review : HBR
4
Innovation in pricing : contemporary theories and best practices
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
Business horizons
3
Business-to-Business-Marketing : Berliner Reihe ; Arbeitspapiere
3
Creating and managing superior customer value
3
Handbook of business-to-business marketing
3
Harvard-Business-Manager : das Wissen der Besten
3
Journal of business economics : JBE
3
Journal of customer behaviour
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
3
Journal of revenue and pricing management
3
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All
ECONIS (ZBW)
22
Showing
1
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10
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22
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date (oldest first)
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
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
4
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:
5
On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Richards, Keith A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
Saved in:
6
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:
7
Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
81
(
2017
)
2
,
pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
Saved in:
8
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:
9
A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.
;
Lund, Donald J.
;
DeCarlo, Thomas E.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
Saved in:
10
Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian
;
Homburg, Christian
- In:
Journal of marketing
80
(
2016
)
2
,
pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
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