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~person:"Hofmaier, Richard"
~person:"Terho, Harri"
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Search: subject_exact:"Investitionsgütermarketing"
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B-to-B-Marketing
25
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11
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7
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Hofmaier, Richard
Terho, Harri
Kleinaltenkamp, Michael
68
Backhaus, Klaus
53
Johnston, Wesley J.
22
Naudé, Peter
21
Svensson, Göran
21
Geiger, Ingmar
19
Henneberg, Stephan
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Homburg, Christian
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Lindgreen, Adam
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Voeth, Markus
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Jacob, Frank
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Kowalkowski, Christian
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Baumgarth, Carsten
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Plinke, Wulff
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Sharma, Arun
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Hinterhuber, Andreas
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Ulaga, Wolfgang
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Grewal, Rajdeep
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Lilien, Gary L.
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Cova, Bernard
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Di Benedetto, C. Anthony
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Schmitz, Christian
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Agnihotri, Raj
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Ehret, Michael
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Kumar, V.
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Snehota, Ivan
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Ahearne, Michael
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Anderson, James C.
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Brennan, Ross
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Godefroid, Peter
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Industrial marketing management : the international journal for industrial and high-tech firms
8
Investitionsgüter- und High-Tech-Marketing (ITM) : erprobte Instrumentarien, Erfolgsbeispiele, Problemlösungen
5
De Gruyter eBook-Paket Wirtschaftswissenschaften
1
Forum Betriebswirtschaft München
1
Harvard-Business-Manager : das Wissen der Besten
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Journal of business-to-business marketing
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ECONIS (ZBW)
26
USB Cologne (EcoSocSci)
2
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1
Toward a contextualized understanding of inside sales : the role of sales development in effective lead funnel management
Terho, Harri
;
Salonen, Anna
;
Yrjänen, Meri
- In:
The journal of business & industrial marketing
38
(
2023
)
2
,
pp. 337-352
Persistent link: https://www.econbiz.de/10013539269
Saved in:
2
B2B customer journeys : conceptualization and an integrative framework
Purmonen, Arttu
;
Jaakkola, Elina
;
Terho, Harri
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 74-87
Persistent link: https://www.econbiz.de/10014433603
Saved in:
3
Measuring B2B social selling : key activities, antecedents and performance outcomes
Terho, Harri
;
Giovannetti, Marta
;
Cardinali, Silvio
- In:
Industrial marketing management : the international …
101
(
2022
),
pp. 208-222
Persistent link: https://www.econbiz.de/10013197771
Saved in:
4
Three ways to sell value in B2B markets
Keränen, Joona
;
Terho, Harri
;
Saurama, Antti
- In:
MIT sloan management review
62
(
2021
)
1
,
pp. 64-70
Persistent link: https://www.econbiz.de/10012643333
Saved in:
5
Engaging a product-focused sales force in solution selling : interplay of individual- and organizational-level conditions
Salonen, Anna
;
Terho, Harri
;
Böhm, Eva
;
Virtanen, Ari
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
1
,
pp. 139-163
Persistent link: https://www.econbiz.de/10012434091
Saved in:
6
Opportunities for value-based selling in an economic crisis : managerial insights from a firm boundary theory
Keränen, Joona
;
Salonen, Anna
;
Terho, Harri
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 389-395
Persistent link: https://www.econbiz.de/10012285377
Saved in:
7
Advancing social media driven sales research : establishing conceptual foundations for B-to-B social selling
Ancillai, Chiara
;
Terho, Harri
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 293-308
Persistent link: https://www.econbiz.de/10012128082
Saved in:
8
Selling value in business markets : individual and organizational factors for turning the idea into action
Terho, Harri
;
Eggert, Andreas
;
Ulaga, Wolfgang
;
Haas, …
- In:
Industrial marketing management : the international …
66
(
2017
),
pp. 42-55
Persistent link: https://www.econbiz.de/10011775966
Saved in:
9
Customer reference marketing : conceptualization, measurement and link to selling performance
Terho, Harri
;
Jalkala, Anne
- In:
Industrial marketing management : the international …
64
(
2017
),
pp. 175-186
Persistent link: https://www.econbiz.de/10011738522
Saved in:
10
Outward-looking and future-oriented customer value potential management : the sales force value appropriation role
Balboni, Bernardo
;
Terho, Harri
- In:
Industrial marketing management : the international …
53
(
2016
),
pp. 181-193
Persistent link: https://www.econbiz.de/10011448275
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