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~person:"Johnson, Jeff S."
~subject:"Investitionsgütermarketing"
~subject:"Verkauf"
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Search: subject_exact:"B2B-Marketing"
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Investitionsgütermarketing
Verkauf
B-to-B-Marketing
5
Business-to-business marketing
5
Selling
5
Salespeople
4
Verkaufspersonal
4
Lieferantenmanagement
3
Supplier relationship management
3
Beziehungsmarketing
2
Relationship marketing
2
Survey
2
Adaptive selling
1
Business-to-business sales
1
Business-to-business selling
1
Buyer-seller relationships
1
Buying center
1
Confidence
1
Consumer behaviour
1
Dienstleistungsqualität
1
Dienstleistungssektor
1
Difficult customers
1
Einführung
1
Erfolgsfaktor
1
Failing fast
1
Group dissenters
1
Implementation
1
Konsumentenverhalten
1
MOA theory
1
Multilevel modeling
1
Qualitative
1
Relational customer orientation
1
Sales failure
1
Sales management
1
Sales performance
1
Salesperson
1
Sensemaking
1
Service industry
1
Service quality
1
Strategic management
1
Strategisches Management
1
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Johnson, Jeff S.
Kleinaltenkamp, Michael
21
Backhaus, Klaus
14
Svensson, Göran
12
Terho, Harri
9
Plinke, Wulff
8
Rangarajan, Deva
7
Rodríguez, Rocío
7
Adamson, Brent
6
Agnihotri, Raj
6
Geiger, Ingmar
6
Godefroid, Peter
6
Høgevold, Nils M.
6
Keränen, Joona
6
Parvinen, Petri
6
Schmitz, Christian
6
Voeth, Markus
6
Høgevold, Nils
5
Lilien, Gary L.
5
Otero-Neira, Carmen
5
Pförtsch, Waldemar A.
5
Pullins, Ellen
5
Sharma, Arun
5
Alavi, Sascha
4
Borgh, Michel van der
4
Corsaro, Daniela
4
Dingus, Rebecca
4
Friend, Scott B.
4
Grewal, Rajdeep
4
Hofmaier, Richard
4
Koponen, Jonna
4
Lippold, Dirk
4
Maggioni, Isabella
4
Martin, Jennifer S.
4
Rodriguez, Michael
4
Salonen, Anna
4
Sridhar, Shrihari
4
Andersson, Per
3
Bush, Alan J.
3
Dixon, Matthew
3
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Industrial marketing management : the international journal for industrial and high-tech firms
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of business research : JBR
1
The journal of personal selling & sales management : JPSSM
1
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ECONIS (ZBW)
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1
How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
3
,
pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
Saved in:
2
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
3
Propensity to trust salespeople : a contingent multilevel-multisource examination
Friend, Scott B.
;
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Journal of business research : JBR
83
(
2018
),
pp. 1-9
Persistent link: https://www.econbiz.de/10011775837
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
Getting business-to-business salespeople to implement strategies associated with introducing new products and services
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 137-149
Persistent link: https://www.econbiz.de/10011707097
Saved in:
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