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~person:"Terho, Harri"
~subject:"Customer value"
~subject:"Investitionsgütermarketing"
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Customer value
Investitionsgütermarketing
B-to-B-Marketing
12
Business-to-business marketing
12
Selling
9
Verkauf
9
Beziehungsmarketing
7
Relationship marketing
7
Marketing management
5
Marketingmanagement
5
Salespeople
5
Verkaufspersonal
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Kundenwert
4
Lieferantenmanagement
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Supplier relationship management
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Sales
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B2B
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Betriebliche Wertschöpfung
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Internet marketing
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MOA framework
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Measurement development
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Online-Marketing
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Performance measurement
2
Performance-Messung
2
Portfolio selection
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Portfolio-Management
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Social Web
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Social media
2
Social selling
2
Social web
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Value creation
2
Value-based selling
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Absatz
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Außendienst
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Beschaffung
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Business development
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Business relationships
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Buying center
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Constructive research approach
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Terho, Harri
Kleinaltenkamp, Michael
24
Backhaus, Klaus
14
Plinke, Wulff
8
Keränen, Joona
7
Godefroid, Peter
6
Pförtsch, Waldemar A.
5
Voeth, Markus
5
Bolton, Ruth N.
4
Eggert, Andreas
4
Geiger, Ingmar
4
Hinterhuber, Andreas
4
Hutt, Michael D.
4
Kumar, V.
4
Saab, Samy
4
Tarasi, Crina O.
4
Ulaga, Wolfgang
4
Walker, Beth A.
4
Anderson, James C.
3
Belz, Christian
3
Kleikamp, Christian
3
Lilien, Gary L.
3
Liozu, Stephan
3
Mühlfeld, Katrin Susanne
3
Russo, Ivan
3
Aarikka-Stenroos, Leena
2
Ammann, Paul
2
Billett, Matthew T.
2
Burton, Jamie
2
Büschken, Joachim
2
Cabiddu, Francesca
2
Chatterjee, Sharmila C.
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Cobelli, Nicola
2
Confente, Ilenia
2
Cova, Bernard
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Elgeti, Laura
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Festge, Fabian
2
Frow, Pennie
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Giglierano, Joseph J.
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Gligor, David M.
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Industrial marketing management : the international journal for industrial and high-tech firms
4
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All
ECONIS (ZBW)
4
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1
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:
2
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:
3
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
Saved in:
4
"It's almost like taking the sales out of selling" : towards a conceptualization of value-based selling in business markets
Terho, Harri
;
Haas, Alexander
;
Eggert, Andreas
;
Ulaga, …
- In:
Industrial marketing management : the international …
41
(
2012
)
1
,
pp. 174-185
Persistent link: https://www.econbiz.de/10009513191
Saved in:
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