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~person:"Godefroid, Peter"
~person:"Jacob, Frank"
~person:"Kleinaltenkamp, Michael"
~person:"Schmitz, Christian"
~subject:"Marketingmanagement"
~subject:"Selling"
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Search: subject:"B-to-B-Marketing"
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Marketingmanagement
Selling
B-to-B-Marketing
73
Business-to-business marketing
73
Investitionsgütermarketing
27
Lieferantenmanagement
26
Supplier relationship management
26
Business-to-Business-Marketing
22
Beziehungsmarketing
18
Relationship marketing
18
Theorie
17
Theory
17
Bundling strategy
11
Deutschland
11
Germany
11
Leistungsbündel
11
Beschaffung
10
Marketing management
10
Physical distribution
10
Procurement
10
Salespeople
10
Verkaufspersonal
10
Vertrieb
10
Direktmarketing
9
Verkauf
9
Betriebliche Wertschöpfung
8
Value creation
8
Customer value
6
Kundenorientierung
6
Kundenwert
6
Marketing
6
Dienstleistungsmarketing
5
Kundenmanagement
5
Services marketing
5
Angebotsbearbeitung
4
Aufsatzsammlung
4
Auftragsabwicklung
4
Beziehungsmanagement
4
Contract
4
Financial Engineering
4
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7
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1
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Article
11
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10
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8
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Collection of articles of several authors
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6
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German
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English
9
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Godefroid, Peter
Jacob, Frank
Kleinaltenkamp, Michael
Schmitz, Christian
Svensson, Göran
12
Terho, Harri
11
Agnihotri, Raj
9
Di Benedetto, C. Anthony
8
Hofmaier, Richard
8
Keränen, Joona
8
Rangarajan, Deva
8
Lindgreen, Adam
7
Rodríguez, Rocío
7
Adamson, Brent
6
Høgevold, Nils M.
6
Lilien, Gary L.
6
Parvinen, Petri
6
Ulaga, Wolfgang
6
Grewal, Rajdeep
5
Homburg, Christian
5
Høgevold, Nils
5
Johnson, Jeff S.
5
Otero-Neira, Carmen
5
Pullins, Ellen
5
Sharma, Arun
5
Alavi, Sascha
4
Blankson, Charles
4
Blythe, Jim
4
Borgh, Michel van der
4
Corsaro, Daniela
4
Dingus, Rebecca
4
Friend, Scott B.
4
Lippold, Dirk
4
Maggioni, Isabella
4
Martin, Jennifer S.
4
Pepels, Werner
4
Plinke, Wulff
4
Rodriguez, Michael
4
Salonen, Anna
4
Sridhar, Shrihari
4
Valla, Jean-Paul
4
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Technischer Vertrieb
3
Industrial marketing management : the international journal for industrial and high-tech firms
2
Journal of marketing
2
Advances in services marketing
1
Der deutsche Maschinenbau in den neunziger Jahren : Kontinuität und Wandel einer Branche
1
ESCP-EAP working paper
1
Engineering online library
1
Harvard-Business-Manager : das Wissen der Besten
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of personal selling & sales management
1
Journal of the Academy of Marketing Science
1
Marktdurchdringung durch Markenpolitik : die Ausbreitung der Marke in neue Bereiche ; [Markendialog Februar 2000]
1
Springer eBook Collection / Business and Economics
1
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ECONIS (ZBW)
19
USB Cologne (EcoSocSci)
2
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1
Customer-oriented salespeople's value creation and claiming in price negotiations
Kassemeier, Roland
;
Alavi, Sascha
;
Habel, Johannes
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
4
,
pp. 689-712
Persistent link: https://www.econbiz.de/10013389228
Saved in:
2
How salespeople adapt communication of customer value propositions in business markets
Bischoff, Pirmin
;
Hogreve, Jens
;
Elgeti, Laura
; …
- In:
Industrial marketing management : the international …
114
(
2023
),
pp. 226-242
Persistent link: https://www.econbiz.de/10014433432
Saved in:
3
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
4
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
5
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
6
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:
7
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:
8
Die Kunden im Visier
Kleinaltenkamp, Michael
;
Classen, Matthias
;
Fischer, Andreas
- In:
Harvard-Business-Manager : das Wissen der Besten
33
(
2011
)
2
,
pp. 42-47
Persistent link: https://www.econbiz.de/10008809346
Saved in:
9
Customer confusion in service-to-business markets : foundations and first empirical results
Lakotta, Jan
;
Jacob, Frank
-
2008
Persistent link: https://www.econbiz.de/10013433065
Saved in:
10
Markt- und Produktmanagement : die Instrumente des Business-to-Business-Marketing
Kleinaltenkamp, Michael
(
ed.
)
-
2006
-
2., überarb. und erw. Aufl.
Persistent link: https://www.econbiz.de/10003263628
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