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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:"business-to-business marketing"
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Agency theory
Kundenwert
Theory
business-to-business marketing
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
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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6
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Article
20
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20
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20
Case study
1
Collection of articles of several authors
1
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1
Sammelwerk
1
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English
20
Author
All
Bolton, Ruth N.
4
Homburg, Christian
4
Hutt, Michael D.
4
Tarasi, Crina O.
4
Walker, Beth A.
4
Grewal, Rajdeep
3
Lilien, Gary L.
3
Billett, Matthew T.
2
Bornemann, Torsten
2
Hahn, Alexander
2
Lam, Son K.
2
Schmitz, Christian
2
Selnes, Fred
2
Alavi, Sascha
1
Anderson, Erin
1
Borg, Susanne Wiatr
1
Borgh, Michel van der
1
Chakravarty, Anindita
1
Colm, Laura
1
Coughlan, Anne T.
1
Crecelius, Andrew T.
1
Frieß, Maximilian
1
Habel, Johannes
1
Hada, Mahima
1
Hohenberg, Sebastian
1
Iacobucci, Dawn
1
Jensen, Ove
1
Johnston, Wesley J.
1
Kumar, Alok
1
Kumar, V.
1
Lawrence, Justin M.
1
Lee, You-Cheong
1
Leone, Robert P.
1
Nijssen, E. J.
1
Ordanini, Andrea
1
Petersen, J. Andrew
1
Rouziès, Dominique
1
Scheer, Lisa K.
1
Shi, Huanhuan
1
Sridhar, Shrihari
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
52
Gabler Edition Wissenschaft
20
Journal of business-to-business marketing
17
The journal of business & industrial marketing
17
Europäische Hochschulschriften / 5
11
Gabler Edition Wissenschaft / Business-to-Business-Marketing
9
Journal of business research : JBR
9
SpringerLink / Bücher
9
Entwicklungen des Investitionsgütermarketing
6
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
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
California management review
2
Die Betriebswirtschaft : DBW
2
Die Kausalanalyse : ein Instrument der empirischen betriebswirtschaftlichen Forschung
2
Dissertation.de
2
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ECONIS (ZBW)
20
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20
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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
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
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:
6
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
Saved in:
7
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:
8
Customer orientation structure for Internet-based business-to-business platform firms
Chakravarty, Anindita
;
Kumar, Alok
;
Grewal, Rajdeep
- In:
Journal of marketing
78
(
2014
)
5
,
pp. 1-23
Persistent link: https://www.econbiz.de/10010419910
Saved in:
9
Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian
;
Lee, You-Cheong
;
Lilien, Gary L.
- In:
Journal of marketing
78
(
2014
)
3
,
pp. 1-19
Persistent link: https://www.econbiz.de/10010360457
Saved in:
10
Supplier-selected referrals
Hada, Mahima
;
Grewal, Rajdeep
;
Lilien, Gary L.
- In:
Journal of marketing
78
(
2014
)
2
,
pp. 34-51
Persistent link: https://www.econbiz.de/10010345573
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