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~subject:"Internationales Marketing"
~subject:"Verkauf"
~type:"article"
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Search: subject_exact:"Global account management"
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Internationales Marketing
Verkauf
Key account management
212
Key-Account-Management
211
Relationship marketing
65
Beziehungsmarketing
64
Lieferantenmanagement
47
Supplier relationship management
47
Strategic management
22
Strategisches Management
22
Multinationales Unternehmen
20
Transnational corporation
20
B-to-B-Marketing
18
Business-to-business marketing
18
Deutschland
14
Germany
14
USA
14
United States
14
Customer value
13
Kundenwert
13
Selling
13
Salespeople
12
Verkaufspersonal
12
International marketing
11
Accounting
10
Customer analysis
10
Kundenanalyse
10
Rechnungswesen
10
Theorie
10
Theory
10
Marketing management
9
Marketingmanagement
9
Erfolgsfaktor
7
Globalisierung
7
Globalization
7
Success factor
7
Bibliometrics
6
Bibliometrie
6
Corporate banking
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Customer satisfaction
6
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21
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English
23
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Ivens, Björn Sven
3
Curasi, Carolyn Folkman
2
Davies, Iain A.
2
Jean, Ruey-Jer Bryan
2
Niersbach, Barbara
2
Pardo, Catherine
2
Ryals, Lynette J.
2
Shi, Linda Hui
2
Amin, Mohammad Sakif
1
Bellenger, Danny N.
1
Boles, James S.
1
Boles, James Sanders
1
Dabić, Marina
1
Fan, Hua
1
Fazli-Salehi, Reza
1
Friend, Scott B.
1
Gao, Tao
1
Gao, Tao Tony
1
Griffith, David A.
1
Hengstebeck, Berenika B.
1
Hennessey, H. David
1
Huang, Ying
1
Hughes, Douglas E.
1
Kadam, Nayan
1
Kassemeier, Roland
1
Kiessling, Timothy
1
Kim, Daekwan
1
Kowalkowski, Christian
1
Lacoste, Sylvie
1
Lew, Yong Kyu
1
Lindner, Detlev
1
Liu, Yi
1
McGowan, Phillip
1
Nordigården, Daniel
1
Rehme, Jakob
1
Reynolds, Rick
1
Richards, Keith A.
1
Schlüter, Andrea
1
Schrock, Wyatt A.
1
Seibel, Christoph
1
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Industrial marketing management : the international journal for industrial and high-tech firms
5
Journal of international marketing
2
Marketing review St. Gallen : Marketingfachzeitschrift für Theorie & Praxis
2
The journal of business & industrial marketing
2
The journal of personal selling & sales management : JPSSM
2
European retail research
1
Financial times handbook of management
1
International business review : the official journal of the European International Business Academy
1
International journal of logistics : research and applications
1
International marketing in rapidly changing environments
1
International marketing review
1
Journal of business strategy
1
Journal of marketing management : MM
1
Management international review : mir ; journal of international business
1
Services marketing quarterly
1
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ECONIS (ZBW)
23
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23
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1
The cultural factors in global account management : the case of Indian buyers and German suppliers
Kadam, Nayan
;
Niersbach, Barbara
;
Ivens, Björn Sven
- In:
The journal of business & industrial marketing
38
(
2023
)
2
,
pp. 353-366
Persistent link: https://www.econbiz.de/10013539270
Saved in:
2
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
3
On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Richards, Keith A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
Saved in:
4
Sales failure : a review and future research directions
McGowan, Phillip
- In:
International journal of logistics : research and …
24
(
2021
)
1
,
pp. 23-50
Persistent link: https://www.econbiz.de/10012424778
Saved in:
5
A sales approach to key account management (KAM) : toward a unified view of KAM deployment and operationalization
Fazli-Salehi, Reza
;
Torres, Ivonne M.
;
Zúñiga, Miguel …
- In:
Services marketing quarterly
42
(
2021
)
3/4
,
pp. 234-252
Persistent link: https://www.econbiz.de/10012650015
Saved in:
6
Performance effects of global account coordination mechanisms : an integrative study of boundary conditions
Shi, Linda Hui
;
Gao, Tao
- In:
Journal of international marketing
24
(
2016
)
2
,
pp. 1-21
Persistent link: https://www.econbiz.de/10011500425
Saved in:
7
Key account buying team members' emotional responses awarding multi-million dollar sales contracts
Curasi, Carolyn Folkman
;
Boles, James Sanders
; …
- In:
Industrial marketing management : the international …
75
(
2018
),
pp. 193-205
Persistent link: https://www.econbiz.de/10011963489
Saved in:
8
From selling to managing strategic customers : a competency analysis
Lacoste, Sylvie
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 92-122
Persistent link: https://www.econbiz.de/10011936258
Saved in:
9
Influence tactics, relational conditions, and key account managers' performance
Liu, Yi
;
Huang, Ying
;
Fan, Hua
- In:
Industrial marketing management : the international …
73
(
2018
),
pp. 220-231
Persistent link: https://www.econbiz.de/10011904736
Saved in:
10
Key account management : selling? : providing services? ... : or both?
Ivens, Björn Sven
;
Niersbach, Barbara
;
Pardo, Catherine
- In:
Marketing review St. Gallen : Marketingfachzeitschrift …
32
(
2015
)
6
,
pp. 70-78
Persistent link: https://www.econbiz.de/10011559972
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