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~person:"Kumar, V."
~person:"Rangarajan, Deva"
~subject:"Industrial marketing"
~subject:"Lieferantenmanagement"
~subject:"Performance-Messung"
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Industrial marketing
Lieferantenmanagement
Performance-Messung
B-to-B-Marketing
22
Business-to-business marketing
22
Supplier relationship management
10
Beziehungsmarketing
8
Relationship marketing
8
Salespeople
8
Verkaufspersonal
8
Selling
7
Verkauf
7
Customer value
4
Kundenwert
4
Consumer behaviour
3
Konsumentenverhalten
3
Marketing management
3
Marketingmanagement
3
Sales management
3
Beschaffung
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Brand management
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Business ethics
2
Buyer-seller relationship
2
Decision theory
2
Economic ethics
2
Entscheidungstheorie
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Ethics
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Ethik
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Markenführung
2
Performance measurement
2
Procurement
2
Sales
2
Social Web
2
Social web
2
Unternehmensethik
2
Wirtschaftsethik
2
Adaptive sales force
1
Adaptive selling
1
Allocation
1
Allokation
1
B2B
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11
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Kumar, V.
Rangarajan, Deva
Svensson, Göran
22
Kleinaltenkamp, Michael
18
Ulaga, Wolfgang
12
Naudé, Peter
11
Høgevold, Nils M.
10
Keränen, Joona
10
Kowalkowski, Christian
10
Sharma, Arun
10
Johnston, Wesley J.
9
Rodríguez, Rocío
9
Sharma, Piyush
9
Sridhar, Shrihari
9
Casidy, Riza
8
Corsaro, Daniela
8
Jacob, Frank
8
Homburg, Christian
7
Mohan, Mayoor
7
Mora Cortez, Roberto
7
Otero-Neira, Carmen
7
Voeth, Markus
7
Agnihotri, Raj
6
Backhaus, Klaus
6
Brennan, Ross
6
Chatterjee, Sheshadri
6
Ehret, Michael
6
Grewal, Rajdeep
6
Henneberg, Stephan
6
Høgevold, Nils
6
Jalkala, Anne
6
La Rocca, Antonella
6
Lindgreen, Adam
6
Nyadzayo, Munyaradzi W.
6
Roberts-Lombard, Mornay
6
Snehota, Ivan
6
Terho, Harri
6
Tzempelikos, Nektarios
6
Zolkiewski, Judy
6
Andersen, Poul Houman
5
Barnes, Bradley R.
5
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Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of marketing research : JMR
2
GfK marketing intelligence review : Marketingforschung für die Praxis
1
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of personal selling & sales management : JPSSM
1
The journal of business & industrial marketing
1
Source
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ECONIS (ZBW)
11
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1
B2B marketing for industrial value addition : How do geopolitical tension and economic policy uncertainty affect sustainable development?
Shams, S. M. Riad
;
Kazi Sohag
;
Islam, Md. Monirul
; …
- In:
Industrial marketing management : the international …
117
(
2024
),
pp. 253-274
Persistent link: https://www.econbiz.de/10014531532
Saved in:
2
Customer success management, customer health, and retention in B2B industries
Hochstein, Bryan W.
;
Voorhees, Clay M.
;
Pratt, Alexander B.
- In:
International journal of research in marketing : IJRM ; …
40
(
2023
)
4
,
pp. 912-932
Persistent link: https://www.econbiz.de/10014451313
Saved in:
3
Understanding sales enablement in complex B2B companies : uncovering similarities and differences in a cross-functional and multi-level case study
Lauzi, Fabian
;
Westphal, Jörg
;
Rangarajan, Deva
; …
- In:
Industrial marketing management : the international …
108
(
2023
),
pp. 47-64
Persistent link: https://www.econbiz.de/10014227527
Saved in:
4
Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva
;
Hochstein, Bryan
;
Nagel, Duane
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
11
,
pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
Saved in:
5
Examining supplier, buyer, and customer triads : the critical role of conflict in interaction processes and product/service innovations
Fletcher-Chen, Chavi Chi-Yun
;
Sharma, Arun
;
Rangarajan, Deva
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 337-352
Persistent link: https://www.econbiz.de/10014230619
Saved in:
6
Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Hochstein, Bryan
; …
- In:
Journal of personal selling & sales management : JPSSM
40
(
2020
)
4
,
pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
Saved in:
7
The relative influence of economic and relational direct marketing communications on buying behavior in business-to-business markets
Kim, Kihyun Hannah
;
Kumar, V.
- In:
Journal of marketing research : JMR
55
(
2018
)
1
,
pp. 48-68
Persistent link: https://www.econbiz.de/10011819643
Saved in:
8
Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function
Paesbrugghe, Bert
;
Rangarajan, Deva
;
Sharma, Arun
; …
- In:
Industrial marketing management : the international …
62
(
2017
),
pp. 171-184
Persistent link: https://www.econbiz.de/10011707114
Saved in:
9
Establishing brand equity among business-to-business referral sources in the emerging markets : the case of specialty medical practice
Kumar, V.
;
Cohen, Greg S.
;
Rajan, Bharath
- In:
Industrial marketing management : the international …
51
(
2015
),
pp. 26-34
Persistent link: https://www.econbiz.de/10011422687
Saved in:
10
Recovering hidden buyer-seller relationship states to measure the return on marketing investment in business-to-business markets
Luo, Anita
;
Kumar, V.
- In:
Journal of marketing research : JMR
50
(
2013
)
1
,
pp. 143-160
Persistent link: https://www.econbiz.de/10009715239
Saved in:
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