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~isPartOf:"Journal of marketing"
~isPartOf:"The journal of personal selling & sales management : JPSSM"
~subject:"Salespeople"
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Salespeople
B-to-B-Marketing
51
Business-to-business marketing
51
Verkaufspersonal
21
Beziehungsmarketing
18
Lieferantenmanagement
18
Relationship marketing
18
Supplier relationship management
18
Selling
12
Verkauf
12
business-to-business marketing
9
Customer value
6
Kundenwert
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Market segmentation
5
Marketing management
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Marketingmanagement
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Marktsegmentierung
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Portfolio selection
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Portfolio-Management
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United States
5
sales management
5
Confidence
4
Vertrauen
4
Consumer behaviour
3
Erfolgsfaktor
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Konsumentenverhalten
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Physical distribution
3
Success factor
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Theorie
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Theory
3
Vertrieb
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relationship marketing
3
trust
3
Agency theory
2
Arbeitsleistung
2
Arbeitsverhalten
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Bundling strategy
2
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Hughes, Douglas E.
3
Homburg, Christian
2
Lam, Son K.
2
Lilien, Gary L.
2
Panagopoulos, Nikolaos G.
2
Schmitz, Christian
2
Agnihotri, Raj
1
Ahearne, Michael
1
Alavi, Sascha
1
Amin, Mohammad Sakif
1
Bachrach, Daniel G.
1
Berthon, Pierre R.
1
Blocker, Christopher P.
1
Bolander, Willy
1
Borg, Susanne Wiatr
1
Borgh, Michel van der
1
Brown, Gene
1
Cannon, Joseph P.
1
Chakrabarty, Subhra
1
Crecelius, Andrew T.
1
Crittenden, Victoria Lynn
1
DeCarlo, Thomas E.
1
Ewing, Michael
1
Ferris, Gerald R.
1
Frieß, Maximilian
1
Grewal, Rajdeep
1
Habel, Johannes
1
Hahn, Alexander
1
Halvorson, Wade
1
Hansen, John D.
1
Hohenberg, Sebastian
1
Ingram, Thomas N.
1
Jensen, Ove
1
Jiang, Yang
1
Johnston, Wesley J.
1
Kashyp, Rajiv
1
Kothandaraman, Prabakar
1
Kraus, Florian
1
Lassk, Felicia G.
1
Lawrence, Justin M.
1
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Journal of marketing
The journal of personal selling & sales management : JPSSM
Industrial marketing management : the international journal for industrial and high-tech firms
50
The journal of business & industrial marketing
26
Journal of business research : JBR
16
Journal of business-to-business marketing
15
Journal of personal selling & sales management
7
Journal of the Academy of Marketing Science
7
Handbook of business-to-business marketing
6
Harvard business review : HBR
3
Harvard-Business-Manager : das Wissen der Besten
3
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
3
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
3
SpringerLink / Bücher
3
Advances in business strategy and competitive advantage (ABSCA) book series
2
Applied Marketing Science / Angewandte Marketingforschung
2
Asia Pacific journal of marketing and logistics
2
Beiträge zur empirischen Marketing- und Vertriebsforschung
2
Business Guides on the Go
2
Business horizons
2
European business review
2
European journal of marketing
2
European research on management and business economics
2
International journal of logistics : research and applications
2
Journal of marketing theory and practice : JMTP
2
Journal of retailing and consumer services
2
Naše gospodarstvo : NG
2
The Oxford handbook of strategic sales and sales management
2
American journal of business : applying research to practice ; AJB
1
Australasian marketing journal
1
Brand the Future : systematische Markenentwicklung im B2B
1
Cogent business & management
1
Columbia Business School Research Paper Forthcoming
1
Context and semantics for knowledge management : technologies for personal productivity
1
Gabler Rresearch
1
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
1
Innovation in pricing : contemporary theories and best practices
1
International business and economics research journal
1
International business development : a concise textbook focusing on international B-to-B contexts
1
International business review : the official journal of the European International Business Academy
1
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ECONIS (ZBW)
21
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1
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
2
Salesperson dual agency in price negotiations
Lawrence, Justin M.
;
Scheer, Lisa K.
;
Crecelius, Andrew T.
- In:
Journal of marketing
85
(
2021
)
2
,
pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
Saved in:
3
Understanding the impact of relationship disruptions
Schmitz, Christian
;
Frieß, Maximilian
;
Alavi, Sascha
; …
- In:
Journal of marketing
84
(
2020
)
1
,
pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
Saved in:
4
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:
5
Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan
;
Sridhar, Shrihari
;
Grewal, Rajdeep
; …
- In:
Journal of marketing
81
(
2017
)
2
,
pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
Saved in:
6
Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?
Pöyry, Essi
;
Parvinen, Petri
;
McFarland, Richard G.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 89-99
Persistent link: https://www.econbiz.de/10011734615
Saved in:
7
Salesperson solution involvement and sales performance : the contingent role of supplier firm and customer-supplier relationship characteristics
Panagopoulos, Nikolaos G.
;
Rapp, Adam A.
;
Ogilvie, …
- In:
Journal of marketing
81
(
2017
)
4
,
pp. 144-164
Persistent link: https://www.econbiz.de/10011734912
Saved in:
8
A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.
;
Lund, Donald J.
;
DeCarlo, Thomas E.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
1
,
pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
Saved in:
9
Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian
;
Homburg, Christian
- In:
Journal of marketing
80
(
2016
)
2
,
pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
Saved in:
10
The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China
Newell, Stephen J.
;
Wu, Bob T.
;
Leingpibul, Duke
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
2
,
pp. 160-173
Persistent link: https://www.econbiz.de/10011515690
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